The next six months will be critical for distributors looking to make the most of industry consolidation, according to BCN Technology managing director, Ken Lowe.
There were good opportunities to pick up contracts as a result of the changing landscape of local IT distribution, he said.
"The market is getting mature and we are seeing some opportunities where distributors are merging," Lowe said.
"Vendors are stabilising and a few will be making decisions in the next few months - I think they have been very patient."
Lowe said he was in discussions with several multinational vendors with a view to adding new products to its stable.
Last year, BCN took a step into the convergence market, announcing a new deal with digital TV recorder manufacturer, Artec.
Lowe said it was spending a fair amount of resources building up its convergence products.
It was also looking for more products that would cover hot areas such as VoIP and digital TV.
"We have strengthened our sales teams by up to 30 per cent across the country," he said.