10. March 2025
At a time when companies’ economic forecasts are stagnating, IT projects are also coming under pressure. In reality, however, this is something businesses can hardly afford, because investments still need to be made – in AI, digital infrastructures, cybersecurity, the cloud, and more. All of these are major items in CIO budgets. Anyone advising companies on IT should therefore be familiar with solutions that are affordable – or even reduce costs. This is exactly where MRM Distribution aims to support system integrators and service providers even more effectively. Managing Director Melanie Achten explains how.
Better consulting
“There is a lot of potential in Microsoft licensing,” says the former Bechtle manager enthusiastically. She has been working in software and license management for two decades, including cloud-based solutions, on-premises environments, and used software. “Every licensing model has its advantages, and that is exactly what we want to communicate much more strongly to our partners,” she explains. “MRM partners can and should leverage our Microsoft expertise. With our licensing experts behind them, they can advise their customers far better than the competition.”
Better savings
For Melanie Achten, better consulting means offering a highly efficient Microsoft strategy that meets user requirements, remains sustainable for many years, and does not turn into a cost trap over time. “I believe it is essential to evaluate licenses in terms of cost efficiency,” she says. MRM consultants also include reusable Microsoft volume licenses in such calculations. Used Office licenses, operating systems, servers, and CALs help companies avoid unpredictable price increases, such as those seen with Microsoft 365 subscriptions in recent years.
“Some system integrators simply do not have used software on their radar,” Achten notes. On the other hand, this creates an opportunity: “It is good news for our partners because they can show business customers savings potential that the competition overlooks.”
Better licensing
According to the MRM managing director, advising customers to adopt a cloud-only Microsoft strategy is too simplistic. Online services have weaknesses in three key areas: cost, security, and dependency created by a full cloud migration.
“Many believe that Microsoft 365 is cheaper than on-premises solutions. In reality, Office from the cloud often becomes more expensive in the medium term than a used Office volume license purchased once. The same applies to servers.”
Security can also be an issue. Plans without Microsoft Defender often require additional security measures to achieve an adequate level of protection. And finally, companies must consider whether they want to become fully dependent on Microsoft. The company has repeatedly tightened its licensing terms in recent years, particularly for cloud products.
IT consultants who take a more differentiated approach can save their customers from unnecessary costs, dependencies, and compliance issues. “This is exactly where we support the IT channel – helping them find the best licensing strategy for Microsoft customers. In most cases, that means a mix of cloud and used software.”
Better margins
The result: satisfied customers who, thanks to savings on software costs, have more budget available for other digitalization projects. “Who will they trust with those projects? Most likely the service provider who has already proven that they act in the customer’s best interest,” says Achten.
There is another benefit as well: offering used Microsoft licenses can be financially attractive for partners. MRM partners can obtain them at up to 70 percent lower prices than new licenses and up to 40 percent cheaper than cloud subscriptions. They can also determine their own margins – unlike with Microsoft 365.
Better become an MRM partner
Understanding Microsoft licensing rules in detail is essential for effective customer licensing strategies. Smart partners rely on the expertise of the Microsoft specialists at MRM Distribution.
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