I've seen this too, and it hurts all parties. But I can sympathize with the tech guy---sales and management are other words for value extraction. How is a tec

I've seen this too, and it hurts all parties. But I can sympathize with the tech guy---sales and management are other words for value extraction. How is a technical person to be sure they're not the extractee (i.e. getting screwed)? I think the best answer is what mguillemot suggests---a tech cofounder should learn a bit more about the sales/marketing/deal-making side. He can then gain a better understanding of what the sales guy does, how hard it is (or isn't), and he'll be more respected by a career salesman, just as an MBA who knows how to code is much more trustworthy to the average technical person.