"* Be willing to share your source code. Even if your software is the coolest code since the internet, CIOs will worry about your startup's survival and what will happen if your company dies. Putting your source code in escrow will mitigate that worry.
* Don't compete on price; compete on speed. Some startups are so hungry for customers they give their product away. The smart CIO knows this only increases the odds that the startup will run short of money and die. Speed--of implementation, of problem solving--shows IQ and commitment."