YouSaid · the spoken record

Cindy Eckert

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150
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2018-05-10
most recent
2018-05-10
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1
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  1. “What's next is 101. It's access that women have access to the product, it's education that we remove some of the myth and misconception I think that surrounds, quote, female Viagra and the condition itself. And then I think it is marching across the globe.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  2. “So it was, no, no, all my shareholders voted. Had to be by a majority. But not a single one voted against it A single one, and that speaks volumes, I think, to who funded me, what they really cared about. Because an easier path to money was probably just staying on the path that we were on with the lawsuit. This is the path of getting it right. And this is about it always having been about the women and really defining success the way we want to. You know, we had a great outcome for a”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  3. “Good deal. We're pretty happy with it. But let me tell you for my shareholders, I do think this speaks volumes to them. We could have stayed the course. We had a pretty explicit contract in terms of a lawsuit. Not a single one of my, this had to be approved by my shareholders to do this transaction. Not a single one of them voted against it. Even though they get shared with them.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  4. “And in this time, they changed CEOs. We've had a really positive, it became clear to me this was not going to be an area of focus. Again, remember they had bought it very intentionally, but it was an outlier. It was different than what they had normally done. And they didn't quite have the infrastructure inside to put that focus into it. And so I think what was started off as a lawsuit to be able to get through the noise of everything they were going through ultimately became a discussion and what's the win-win here? Nobody's winning. We're not winning. You're not winning. Women aren't winning. And I think in exchange for dropping that lawsuit, they decided to give me the drug back.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  5. “There is because of those important performance obligations, I had an opportunity when they weren't meeting those to go back and open a different discussion with them that ultimately became the basis of a lawsuit”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  6. “And I need to be positive about this and optimistic that maybe with me removed it will be championed inside of the organization. And certainly I wanted to protect all of my people who are still there. I think if I have one regret, it's that I didn't speak up then because what happened after I was gone is that they surely, I can't even say slowly but surely pretty rapidly dismantled my whole organization and then everybody was gone.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  7. “I was invited to leave. They called me and they said, it's clear you no longer want to be here, to which I'm pretty sure my answer was like hell. And they said, well, as it turns out, you are no longer going to be here. And so You know, and I have to tell you at that moment for me, like a founder. Sometimes you have to go. You know what? Like, I'm the founder, and maybe there will be a personality conflict. This is their, you know, they've taken my baby. They've paid good money. And so in an effort, I think, to sort of check myself, I thought I need to step to the sidelines and cheer everybody on.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  8. “Accusation around drug pricing issues and also a non-disclosure of a pharmacy relationship that they had that they hadn't disclosed. So it really just It went kaboom, and it was so sad for me for all of these salespeople. Come to work for me. I mean, they weren't in the field a week before this happened. Me being who I am, here's my baby. We've just gone out. The world is sort of collapsing higher up. I'm not getting information and I'm screaming quite loudly. And I think that just didn't fit for them at that moment. They had enough distraction. They did not need Cindy Whitehead screaming as well.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  9. “I mean, I couldn't have written it for a movie. I really couldn't have. So, you know, we got the drug approved in August. Everybody had come courting after that advisory committee meeting. We announced our intention to sell, and then it takes time for a deal to close. So in that interim time, I'm just running. I'm building a Salesforce. I'm getting ready for launch. And the deal is coming to full closure 11 days into our deal closing. The world basically went sideways for Valiant. And if you follow Pharma, you certainly know they were about 260 a share the day they bought us. They've traded as low as $8 in the last two years. And it was just...”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  10. “That's right, exactly. So, and it wasn't extraordinary, you know, these weren't extraordinary. They were sort of market standard for what is brand new category drug launch 101. So there were reasonable expectations.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  11. “They did this deliberately. They had acquired a lot. They were highly acquisitive. They were a company with a lot of McKinsey folks. And maybe fewer traditional operators. And they really, their greatest criticism at that time, it has changed, but at that time was really no organic growth. And so I think they saw this product that had a lot of interest and an ability to prove it, to prove it from scratch that they could grow it inside. And they saw in me an operator who'd been there, done that. And so that deal structure was such that here I could go out, run, I had all of their resources, the ability to do it at a much bigger scale than I could have on my own, and I got to keep the team who cared so deeply that they got it to the finish line of approval.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  12. “For me, it was that we were going to go to the distance together, that it was still going to be realized, I think, on Valiant. Sure. So when Valiant bought us, it was that”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  13. “Well, for me, I think the winner emerged not on the basis of the price, but on the basis of willingness to keep my team. Funny. That was actually, and that had been important to me when I sold my previous company. So in both of my companies, it was really important what happened to the people who came to work for me. So that became one of the differentiators for me in the room. But no question when people know that others are interested, right? You do want that competitiveness because definitely it drives up the price and everything else. But that was how I reached my final decision.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  14. “Should I take the binders? I'm like, leave them, leave them, leave them. And so we walk out of the room. And sure enough, I knew that they would call me back to get those binders. So they had a reason to re-engage, which was, of course, the, you know, hey, Cindy, we have these binders. I said, no, no, those are for you. You can keep them. But they called back a little while later and said, hey, we still have those binders. We ought to give back. So the conversation continued. I mean, that's negotiation, right? But it was a fun story.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  15. “Thank you so much. We're very flattered by that offer. We're going to do it on our own. And as we got up, a woman who worked for me, she had all these binder scenes. And she's looking at me like,”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  16. “This is the second company. This is for Sprout, yeah. Not for Sprout. So we go into the room, accompanies come courting, they want to buy us. And, you know, they throw an offer down And they said, We're going to let you guys think about that and leave the room. One of the things I had done is I had prepared binders of all of our data, of all of, you know, our research. And it was huge. We brought them into the room and set them down for effect. And they left the room and I looked around at my team and I said, okay, when they walk back in within five minutes, we're going to all be out of our chairs and we're going to walk out of the room. They were like, what? So they come back in the room, and I said.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  17. “All right, I'm going back to your story for the people thinking about Sally. I think there is be a little bit reluctant to give it up. It's your point about who, like, you know, he who cares, he or she who cares the least in the room, when we went into our first negotiation with the company that ultimately bought it, we went into the room, they made an offer. They said, we're going to walk out of the room. I'm sorry.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  18. “I didn't imagine a scenario in which we wouldn't win. And the reason is that I really thought that at the end of the day, we all had the capacity to get out of our own way, get beyond our own bias, and look at the data. And I think that in particular, look, I think that part of the characteristic of female leaders that I love is a certain empathy. And I felt like that data informed through a lens of empathy of having like walked a mile in the shoes of these women. We have all listened to them. I just, I believed we would get there. I really did. So I don't know what I would have said to the team had we lost is I would have said, you know, I'm proud of you. I'm proud of you for putting it all in and for carrying that deeply to see it all the way through because it was grueling work and long hours and a lot of punches in the face on the way to get there. Welcome to entrepreneurship. Exactly.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  19. “As many things as you would hope it do. No question. The day of the approval, I will say we waited. So what we knew is the day we wanted the ad-com just informs the FDA decision. So it wasn't the day that we got the approval. So they take their information in”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  20. “Yes, and I thought win or lose we will have given this all. Like we will have taken it to the mat. And I needed the team to go in with that. They had won the night before. That's really smart. Before we ever got to the outcome. And I can remember the chairman I board came over and he said he's a bread, like Cindy. I'm not sure I've ever seen this before, but I'm questioning this one right now. But I'm going to go with it. And I think that was really important. We celebrated the victory of having gotten it to there and like really having cared. When we sold the company, I think that was the whirlwind of, you know, there's a lot of emotion with it. I woke up the next day. I'm the same person. Nothing's different. I still got to go to work. I still got to get it done. I think people think there's some kind of remarkable transformation, you know, from one day to the next. And I think it's actually often a little bit of sadness.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  21. “So, I have to tell you, it wasn't at the moment of sale, it's at the moment when we won that advisory committee. And what we did was, you know, my team had, they were blood, sweat, and tears, true to the cause. They'd prepared so hard for this day. I actually threw a victory party the night before. And I can remember the chairman I board came up and said, Wow. Hold on a second. The”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  22. “Meaning, so you know, I had the whole plan to launch it myself, the ability to hire, I was capitalized to do all of those things, like never go into a negotiation running out of money in the bank because you think you're going to sell this grand idea that could be realized in the hands of somebody bigger than you. I think that's a huge mistake. I watch a lot of people do that, thinking they're going to sell it then. And in fact, if you want to command the highest price. You better have that ability to say, I'm doing it myself. See ya. I know you want it. I'm going to do it myself. I mean, and I think people sometimes mess that piece up.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  23. “Have well I was selling it early, so from that point, at least in my case, it was actually having the full plan to go it alone. I couldn't go out and just, couldn't count on, hey, this really needs to be in the hand of somebody who can march across the globe. I needed the plan of going it alone if they never showed up. What do you mean by that?”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  24. “I mean, competitors wanting to sort of own the market. Often you're bought by somebody who has products in the category. What if they're just buying you and they're going to kill your product?”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  25. “Get proper legal advice, please. On that point, don't worry as much about the bank. You know, people are always saying, well, who did you use? What does the bank worry about your transaction attorneys because of how you write these contracts in any structured transaction? They are your most important asset.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  26. “This is my baby, but in the hands of an adoptive parent, it's going to go to the next level. And when you do that deal, make sure you have safeguards that they really will raise that child you want them to. So I'll tell you a lesson learned from me. I sold my first company. And typically when you sell a company, it's a structured transaction. You get an upfront payment, and then hopefully you participate in the success down the road. And certainly that's good for your shareholders. And in the first time I sold, it was a best efforts clause. Best efforts can hide a multitude of sins.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  27. “Okay, the first is be prepared that if you sell it, it is both exhilarating and excruciating. I think you don't anticipate that. You know, it's the, isn't there the billion dollar happy ending? And I think you lose a big piece of who you are in that moment. And that's something you're going to have to wrestle with. So that's in a success scenario. But as you prepare for it, I think only do it if you believe it makes good on the mission that you hold dear. Like have a real sense of...”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  28. “We were being protected to the point of not just characterizing those benefits and those risks, giving women that information and letting them make the decision for themselves”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  29. “You don't have to get into it. I'm just curious. No, I think it was just additional study, additional study. We are very protective of women. In the process. I think what we have to be careful of is that we don't become paternalistic in terms of being so protective of women that we are not allowing them to have choice. And here's why I say it. 26 times we had looked at data sets for men that had benefits and risks, make no mistake. All drugs had benefits and risks. And we had said, okay, and we turned over the decision to the guy and his provider.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  30. “It's called So it's a dispute resolution path. And then there's something called an advisory committee, which is the FDA can go out, assemble experts. You almost go on trial. They get to read all of your data. They get to ask you the company questions. They get to ask the FDA questions. And then the public actually gets to speak at the microphone. And on that day by a press of a button, they vote. Would they approve it or not? Based on everything. And so I can remember looking at the screen and my hand shaking with my phone and they overwhelmingly voted to approve it. Again, science won. It had always given us the answer, but we just had to listen to women to, I think, listen to what the data was telling us.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  31. “It is actually a path available to drug manufacturers. I like to call it the road less traveled to take them on. But it was a path in which To their credit, what happened was a lot of public conversation. So they opened their doors, they invited in women who had the condition, they asked them a number of questions so they could have a better understanding, I think, for impact, for how they would define success. And then ultimately, they asked us to do additional work along the way, and they assembled a body of scientific experts to vote. Or no. It's an incredible process. So, you know, talk about the nerves in the room. I went in this day. It was a panel of 24.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  32. “You certainly don't, but many people are large for sure. We absolutely do. We sort of pat them on the shoulder. When I sat with this woman outside of D.C. and she told me that, you know, she'd succeeded in every aspect of her life other than this, I saw the portrait of a woman who turned on herself like, oh, if only I bought sex or lingerie, if only I read 50 shades of gray. And when I saw that, I said to her, hey, mind if I show you something, popped open my MacBook, I started showing her geeking out, showing these brain scans. And I turned to her, and she's crying. And I thought, this is why I'm going to do it. It's the validation that this is real. It's not just in her head. And that really was a defining moment for when I said, I'm going to fight the FDA.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  33. “You really do have to spend time with the people who are affected by it. So even if you look at things like AIDS, it took the patient voice for us to really appreciate what needed to happen. Our job as a drug company is to characterize the benefits and the risks with great rigor in trials. Ultimately, the FDA's job is to protect patient safety if there's a showstopper in there. But otherwise, it is to turn that decision over to patients and the providers. And because of, again, I think all of that feelings we have about sex, I was told all the time, I said this earlier, Cindy, why are you such a crusader in this? Nobody's going to lose their life from this. And what I said is go spend time with these women. They're losing their life as they know it. It's breaking up their marriages. It's affecting how they feel about themselves. Our sex is a lot of how we show up in the world. Our moxie. And if it breaks down in the bedroom, it is breaking down over the breakfast table.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  34. “Extraordinary So we're talking in the 700 to 800 patient range vis-a-vis ours. I mean, Viagra were big trials, 4,000. But we were several factors higher than that and a very different path. So I think ultimately, look, ultimately I won on the science. But what had to happen is we had to listen to women. And I think in categories where we have natural, unconscious bias, we'll call it unconscious. Conscious unconscious bias.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  35. “Well, I'm telling you, I was talking about that moment of boldness of the rejection and that decision to fight them. And I was fighting them because I had 11,000 women worth of data. So I was fighting them because I knew that the science had spoken”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  36. “That's making a big bet. Like, that's somebody coming in and embedding on that future for it. So, you know, you, I buy it, you go away, it's mine now to, you know, to further the development. So we had interesting, I can't say it was a partnership. They just ultimately got a check if I was successful. And maybe I even surprised them.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  37. “You know, pharma typically, if you had this type of discovery, you would go out and shop it. If you as an organization decided not a fit, not a fit in our key areas of focus or whatever, you'd put it out there to auction. People would bid, they would be buying it on the basis of sort of a projected ultimate kind of peak sales. And so ours was so different. I don't think the royalties look all too different than as you described, but it was really a very unusual deal. Usually, you're buying it for a hefty upfront that is anticipating peak sales.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  38. “I think she can get this done And he wanted me to get it done, I think, for women. He was, by the way, the principal investigator on the Viagra trials. So he got Viagra approved for men, and I tease he would have to tell this story. In my mind, the story goes, he did that, and he was like, okay, fix guys, moving on to women. And he's actually spent almost all of his years since then just working on women. Yeah, and researching”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  39. “I don't know that I convince them as much as those who had watched me build slate and saw who I was and what I really cared about. And, you know, I really cared about women having access to this. Women with a medical condition deserved access to a medical treatment. Not any of our value judgments on whether or not they needed it or the worthiness of treatment, but just purely the science had spoken and we needed to listen. And I think they knew that that was my definition of success. I wasn't in this to create the next Blockbuster drug. I was in it to make sure that women had access. And then they got to choose for themselves.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  40. “But when I did that, I went to this company, and I think it was. With thanks to the fact that the clinical community, the experts in the field were so supportive of me that they gave me the shot. So they gave me the drug. I didn't pay for it up front. They won. I win, they win. So they had a royalty in the case that I finally got it to market. And in a success scenario, but it was a bold move for them. They'd never done a deal like this before. And I think they bet on me.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  41. “So it was, I was watching all of this research being presented at the scientific meetings I went to, at these sexual medicine society meetings, and really just cheering it on from the sidelines as a woman, like finally we're going to have one for women. And then they walked away. And I watched a clinical community go from all of this excitement to this true sadness in delivering this message to women. So I spent a year just listening to women. After I did that, I sold off my company for men and took this on.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  42. “Large German. I like to tease. I said it's sex for German. We're out. That helps actually promote the understanding, but you have to appreciate culture is inside of companies, certain, you know, categories that they're in. This would have been paving a new frontier for them.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  43. “It's not like developing a diabetes medication, unless you're diabetic, you probably don't care. Develop something for sex, we all have a point of view. And I think that it was a conservative company. They said we're not getting into this. We're not going to get into this entire discussion. Okay, so was it a large”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  44. “Or something like that. Oh, mine was very atypical. Well, then let's talk about both typical and atypical. Okay, happy. So first, let me tell you just about how did we get the drug? Lucky for me, I think I'd build a reputation in this field that the key researchers in it knew that I cared deeply about women having access to medicine. At the time, there were 26 FDA-approved drugs for some form of male sexual dysfunction and not a single one for women. And you ask why that company would put it on the shelf. It was very clear to me that it wasn't on the basis of science. Actually, the scientific understanding is spectacular. We've come a long way recently in terms of this understanding. It was on the basis of the societal narrative. Boy, if you say women in sex, people have an opinion.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  45. “So very interestingly, when I got to Addie, I had built this great company for men. I was in this community. And the company that innovated this drug originally was going to put it on the shelf. They were going to walk away from it. And one of the great researches in the field went out to women who were in the trials and said, like, I need you to come in and bring your medication with you. We're going to have just a normal meeting. And he was actually delivering the news that they were killing it, that they were killing the development trial. And he filmed it. And the women were like this, giving their drug back, handshaking, crying. And he said, you need to do something about this.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  46. “Viagra. Yeah. Same story. Same. Yeah, absolutely. Blood pressure medication. Lo and behold, a really very interesting side effect. Yeah, I mean,”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  47. “And what you do when you're testing those drugs is you actually have to administer a scale to see how much I am killing their sex drive. Well, in this particular drug's case, it all went the other direction. It had a prosexual effect. So at that time, all of the study changed to look at this condition specifically.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  48. “So, dopamine is positive, excitement for sex. Serotonin is inhibition. And the drug worked by this transient negative effect. So a negative effect on a negative for sex. Equal to pro sexual effect.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  49. “Dopamine and serotonin Our excitatory factors, and it has a transient negative effect on serotonin, which is an inhibitor for your sexual response.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT

  50. “So, in order to respond to sexual stimuli, you need the right balance of key chemicals in the brain, your excitement factors and your inhibition factors need to come into play for some subset of women, they go out of whack. They become imbalanced. That's how Addie works. It works on the restoration of those key chemicals. And we know it from these brain scan studies. So a woman who has this condition versus a woman with the normal ebb and flow of desire. For sex, put him in an MRI, show them sexual cues, their brains light up actually totally differently.”

    2018-05-10 · The Tim Ferriss Show · #314: Cindy Eckert (formerly Whitehead) — How to Sell Your Company For One Billion Dollars · IDENTIFIED FROM THE TRANSCRIPT