Partners that want to capitalize on the broad changes rapidly overtaking the technology industry should spend more time with their customers, according to the results of Dell’s second annual Tech Adoption Index.

Along with that, partners need to target the right people within their customers' organizations, according to the results, which were released this week. While that might sound simple, it requires partners to break out of their sometimes-entrenched traditional practice of calling only on CIOs and bringing in marketing chiefs and even top-level executives.

Here are six key takeaways for partners: