In a world where digital sovereignty is becoming increasingly important, LANCOM Systems supports IT resellers in preparing their offerings for the future. Channel manager Jessica Strobl explains how partners can sustainably strengthen their portfolios with secure, EU-based solutions.
LANCOM is the leading European manufacturer of IT network technology. For over 20 years, the company has been delivering reliable and secure IT infrastructures “Engineered in Germany” for customers in both the business and public sectors—contributing to greater digital sovereignty. Technological innovation, a strong user focus, and dedicated employees are the main drivers behind the realization of these ideas. As a wholly owned subsidiary of the German technology group Rohde & Schwarz GmbH & Co. KG, based in Munich, LANCOM operates with a long-term vision and an independent approach.
Why is it smart for IT resellers to regularly evaluate their portfolio for future readiness?
Jessica Strobl, LANCOM Systems: “In the rapidly evolving landscape of IT infrastructure and cybersecurity, staying ahead is not just an advantage—it’s a necessity. Regularly evaluating the product and service offering ensures that IT resellers stay aligned with the latest technologies, threats, and customer needs. Customer expectations are changing: businesses are embracing hybrid work, digital transformation, and stricter compliance requirements. They are looking for partners that offer modern, scalable, and secure solutions. Regular portfolio evaluations therefore help IT resellers stay in tune with what customers need now—and will need soon.”
What key trends do you see in the end-user market?
“From LANCOM Systems’ perspective, a major trend in the end-user market is the growing demand for Digital Sovereignty. Organizations are increasingly seeking secure, transparent, and EU-compliant IT infrastructures—driven by concerns about data protection, regulations, and geopolitical uncertainty. We’re seeing a clear shift toward reliable, locally developed solutions that offer control over data, infrastructure, and supply chains.
This trend is especially strong in the public sector, healthcare, and education—where secure networks and GDPR-compliant cloud management are not a luxury but a requirement. At the same time, hybrid work models and smart infrastructure are fueling growing demand for scalable, secure, and easy-to-manage networks—further increasing the need for sovereign and future-proof IT solutions.”
What solutions does LANCOM offer to address these market trends?
“LANCOM Systems provides a comprehensive portfolio of network and security solutions that perfectly match the increasing demand for Digital Sovereignty:
• Hardware & Software developed in Europe: All LANCOM routers, switches, firewalls, and Wi-Fi access points are developed and hosted in Germany, ensuring GDPR compliance and the highest data protection standards.
• Sovereign Cloud Management: The LANCOM Management Cloud (LMC) offers centralized network orchestration—hosted in Germany and fully compliant with European privacy regulations.
• Secure Network Infrastructure: LANCOM supports Zero Trust architectures, VPN, SD-WAN, and next-gen firewalls—for secure connectivity in modern hybrid work environments and distributed locations.
• Trusted Supply Chain: LANCOM guarantees transparent, secure production and software development processes, ensuring full reliability and independence from non-EU technologies.
• Tailored Solutions for Regulated Sectors: From education and healthcare to governments and municipalities—LANCOM delivers robust, scalable infrastructures that meet the highest standards for compliance and performance.
With LANCOM, organizations get more than just technology—they gain control, security, and independence in an increasingly complex digital world.”
Why and when should a reseller add LANCOM solutions to their portfolio?
“Resellers should consider LANCOM when their customers are looking for secure, future-proof, and sovereign IT infrastructure—especially in high-compliance sectors like the public sector, healthcare, and education.
LANCOM stands out with:
• 100% GDPR-compliant and backdoor-free, EU-based solutions
• An end-to-end portfolio covering network, security, and cloud management
• Strong appeal to customers who value Digital Sovereignty and reliable supply chains
• Excellent margins and support for partners
If your customers are concerned about data protection, are seeking alternatives to non-EU vendors, or need reliable solutions for hybrid work and secure connectivity—now is the time to add LANCOM to your offerings.”
How does LANCOM help make a reseller’s portfolio stronger and more future-proof?
“LANCOM enables resellers to build a distinctive and future-ready offering with:
• Reliable solutions developed in Europe: Allowing resellers to offer GDPR-compliant and secure network solutions that meet the rising demand for Digital Sovereignty.
• Complete end-to-end portfolio: From routers, switches, Wi-Fi, and firewalls to centralized cloud management (LMC)—LANCOM empowers resellers to execute complete infrastructure projects with a single, integrated supplier.
• Focus on growth markets: LANCOM is ideally suited for sectors like the public sector, healthcare, education, and SMEs—markets where compliance, reliability, and data control are critical.
• Strong channel support: With a dedicated partner program, training, and attractive margins, LANCOM helps resellers build expertise, win deals, and increase profitability.
• Future-proof technology: Support for SD-WAN, Zero Trust, hybrid work environments, and secure cloud networks ensures resellers are prepared for tomorrow’s challenges.
By partnering with LANCOM, resellers strengthen their value proposition with secure, scalable, and sovereign IT solutions that truly stand out in a saturated market.”
Do you have advice for resellers on how to make their portfolios future-proof?
“Today’s customers want more than just hardware—they need secure, scalable solutions with ongoing support, so they can focus on their core activities. Cloud-managed infrastructure, strong cybersecurity, and services such as SD-WAN and intelligent network automation are essential.
The era of one-time hardware sales is behind us. For a sustainable business model, resellers need to focus on recurring revenue streams—like cloud services, managed services, and network-as-a-service models. This not only ensures a more stable cash flow and higher profitability but also strengthens customer relationships by delivering continuous value.
Partnering with reliable, forward-looking vendors like LANCOM Systems—who offer GDPR-compliant and EU-hosted solutions—helps resellers differentiate themselves and remain relevant.”
“A future-ready portfolio isn’t just about keeping up—it’s about staying ahead. By focusing on cloud, security, services, and trustworthy suppliers, resellers can build stronger customer relationships, generate more recurring revenue, and maintain their relevance in a competitive market. In a world where technology evolves quickly and customer expectations evolve even faster, IT resellers need more than just good products—they need a portfolio that’s ready for what’s next. Whether you’re offering network solutions, IT security, or cloud services, now is the time to make sure your offering is future-proof.”