CIOs And CTOs Flexing Their Muscles

Almost half of businesses' technology adoption – 49 percent – is being driven by the chief information or chief technology officer, up from 36 percent in 2015, the Deloitte survey found. That indicates that the company IT organization "is gaining an important seat at the table, driving technology adoption, integration and strategy," according to Stephen Keathley, deputy chief information officer of Deloitte Services and national technology leader of Deloitte Growth Enterprise Services.

Further, about half of respondents said IT managers were the main proponents of new and emerging technology, the survey found, making them nearly twice as likely as CEOs and other executives to call the technology shots.

Solution provider takeaway: If you don't have a strong relationship with the IT department at a mid-market customer, work on it and don't go around the CIO or CTO.