Lansweeper At XChange LATAM 2026 Mexico: Visibility Becomes Critical For The Channel

Tané López, Partner Account Executive for Latin America, explained why knowing every connected asset has become a strategic priority and how the channel can turn that information into new services and recurring revenue.

Knowing exactly which devices, applications, and assets are connected within an organization is becoming increasingly complex. During XChange LATAM Mexico 2026, Lansweeper focused on how the expansion of artificial intelligence, cloud, IoT, and hybrid environments is increasing the need for a complete view of technology infrastructure. ITSitio spoke with Tané López, Lansweeper's Partner Account Executive for Latin America, about the main challenges facing organizations and the opportunities this scenario is creating for the channel.

The company offers a platform focused on the discovery and visibility of technology assets, with the goal of helping organizations understand what they have within their environment, where each asset is located, and how it connects to the rest of the infrastructure.

“Lansweeper is a solution that provides visibility across the entire IT, IoT, and OT environment. Our specialization is about enriching information about what I have, where it is, and how it is connected to the rest of the organization,” López explained.

Mexico Gains Importance for Lansweeper

Mexico is not a new market for the company. According to López, Lansweeper has been present in the country for several years and is now looking to deepen its relationships with partners and customers.

Initially, a significant portion of purchases were made directly through the Internet. Today, the model is evolving toward greater channel involvement. “Previously, it was more of an Internet or web-based acquisition. Today, we already have a presence with some partners and many customers that have acquired Lansweeper through different channels,” he said.

This shift comes as organizations face an increasingly complex technology environment in which they need more than an isolated tool: they require support, consulting, and services that help them interpret information about their infrastructure.

The Challenge Remains Knowing What Is Connected

The combination of traditional infrastructure, cloud services, IoT devices, industrial environments, and artificial intelligence is creating ecosystems that are increasingly difficult to manage.

For López, one of the main challenges Lansweeper sees across Latin America is that many companies still use different tools to analyze their infrastructure without achieving a consolidated view. “From Mexico to Chile, we have seen that customers continue to use different ways of looking at their infrastructure and don't have the real visibility they need to make decisions,” he explained.

The issue is not simply about creating an inventory of devices. Information needs to become a useful tool for taking action.

“What Lansweeper does is provide that visibility so customers can not only see and understand, but also take action in response to situations that may be affecting their infrastructure,” he added.

In constantly changing environments, an unknown asset, an unmanaged application, or an unsupervised connected device can become a blind spot for technology teams.

Asset Management and Cybersecurity Are Beginning to Converge

Asset management is also taking on a more important role within cybersecurity and risk management strategies.

Put simply, it is difficult to protect something an organization does not know it owns or that is connected to its network.

For López, a lack of visibility can become a significant barrier, particularly when companies need to make decisions related to security, compliance, or infrastructure management.

Lansweeper's approach seeks to expand this visibility beyond traditional hardware and software. “Today, we can provide visibility not only at the hardware, software, and networking levels. We also make information available that enables organizations to govern issues related to artificial intelligence,” he said.

The expansion of AI tools within companies adds another layer of complexity. Organizations need to know not only which devices are connected, but also which technologies users are accessing and how they interact with corporate systems.

“The idea is to provide complete visibility: hardware, software, on-premises, cloud, and also identify which devices or assets are interacting with artificial intelligence so that the appropriate measures can be taken,” he stated.

OT Opens New Opportunities in Mexico

Looking ahead to 2027, one of the markets where Lansweeper sees the greatest growth potential is operational technology, or OT environments.

Unlike traditional IT assets, this universe can include industrial equipment, machinery, control systems, and devices used in sectors such as energy, oil, manufacturing, and public utilities.

Mexico, given its industrial structure, stands out as a particularly attractive market. “Mexico is an extremely important market for Lansweeper, especially when we talk about devices that move beyond traditional IT and into OT,” López said.

The executive highlighted opportunities in major oil and electric power companies in particular, where the volume and diversity of assets make the ability to obtain an integrated view critical.

“Mexico has major companies that we have been able to support in developing this total visibility,” he added.

From Reselling to Recurring Revenue

Conversations with partners during XChange LATAM Mexico 2026 highlighted another trend: the channel is looking for tools that it can not only sell, but also use as a foundation for developing new services.

For López, this shift represents one of the main opportunities for partners. “From a technology perspective, what they are looking for is a solution that allows them to monetize their services,” he said.

The traditional model of reselling licenses or annual subscriptions is evolving toward models in which channel partners can add consulting, analysis, management, and ongoing support. “We are moving beyond a reselling and annual subscription sales model toward a service model, where the margin the partner can generate is much broader,” he explained.

The information generated through asset discovery can thus become the starting point for new services related to technology management, optimization, security, or infrastructure planning. “With solutions like Lansweeper, partners can monetize the information we provide and, in turn, generate recurring revenue that benefits both the partner and the customer,” López said.

As companies adopt more cloud, artificial intelligence, IoT, and operational technology, maintaining a complete view of the ecosystem is no longer merely an administrative task. It is becoming a strategic capability.

For Lansweeper, this shift creates a dual opportunity: helping organizations better understand their infrastructure while enabling partners to build higher-value services around that information.

Desirée Jaimovich is Editorial Director of ITSitio.