8. July 2026
The Microsoft experts support system integrators with complex licensing, infrastructure and modernisation projects. Under Managing Director Felix Reichlmair, the focus is primarily on hybrid IT strategies and new business opportunities for MRM channel partners.
Following the change of managing director in mid-June 2026, MRM Distribution is consistently consolidating its position as a consultancy partner for the IT channel. Under the leadership of Felix Reichlmair, the company is expanding its vendor portfolio, further developing its consultancy services and providing even stronger support to system integrators on complex licensing, infrastructure and modernisation projects. The new managing director is prioritising affordable Microsoft strategies and new lucrative business opportunities for MRM partners.
Microsoft licensing is becoming more complex
MRM’s core business is Microsoft licensing. This is a market that has been changing for years: traditional volume licences were quickly overtaken by cloud subscriptions. However, price rises for these running costs and the renewed call for data sovereignty are leading companies to re-evaluate their Microsoft strategy. For system integrators, this means that customers need less and less support when selecting individual software products. What is required is comprehensive advice on licensing that ensures modern workflows, remains cost-effective in the long term and reduces dependence on Microsoft. “Hybrid solutions guarantee this,” says Felix Reichlmair, “and for them, knowledge of a single product is not enough.” It is not just a matter of carefully assessing which applications belong in the cloud in the long term and which are better off remaining on local servers. According to Reichlmair, the question is also: “What happens if I combine these on-premises licences with those from the M365 ecosystem – are they compatible? And do they comply with the manufacturer’s specifications? That is precisely where our core expertise lies!”
Second-hand software as a building block for hybrid strategies
With the increasing prevalence of hybrid IT environments, second-hand Microsoft software is also becoming increasingly important. Where companies deliberately continue to operate on-premises systems or require stable Office and server environments in the long term, second-hand volume licences come into play. When purchased through MRM, they cost up to 60 per cent less than the new price. Compared with the cloud, second-hand licences save up to 40 per cent and – the biggest advantage – incur no ongoing subscription costs or dependencies!
Second-hand software is also a tradable asset. Anyone using Microsoft volume licences – or who has licences becoming available as part of an IT modernisation or cloud migration – can and should monetise them. MRM handles the legally compliant purchase on behalf of channel partners and guides their customers through the process in a legally compliant manner. Felix Reichlmair explains why this is worthwhile: for Office 2024 Pro, the distributor currently pays around 150 euros; for Windows Server 2025 Datacenter with 16 licences, up to 1,000 euros; the associated CALs bring in a further 18 euros; and an SQL Server 2025 Enterprise with 2 licences is worth approximately 1,750.00 euros.
“System integrators and IT consultants decide for themselves which terms they pass on. In doing so, they also determine the extent to which their customers’ no-longer-needed Microsoft assets can provide a financial boost for new IT projects.”
New areas of consultancy for system integrators: the MRM portfolio is growing alongside them
Managing Microsoft environments – whether hybrid, on-premises or cloud-native – is just one of many topics IT service providers address in discussions with clients. Under Managing Director Felix Reichlmair, the solutions the distributor adds to its portfolio are therefore aligned even more closely with the consultancy needs of its channel partners. Pragatix Private AI is now firmly established. This AI solution enables corporate knowledge to be utilised securely; it is available as SaaS or on-premises – and can be extended to act as a firewall against uncontrolled shadow AI. Process automation is also among the topics occupying system integrators and their clients. With Quickwork, MRM recommends a platform for AI-supported end-to-end automation of business processes.
“We are expanding our portfolio in areas where our partners need to advise their customers today. Our aim is not to offer as many products as possible, but rather solutions that complement one another effectively and create genuine added value,” says Reichlmair. That is why the distributor also stocks SoftMaker’s FlexiPDF – an affordable, extremely powerful alternative to expensive, subscription-based PDF solutions. Among other things, a partnership with a manufacturer of virtualisation solutions is also nearing completion – a topic that remains high on the agenda of CIOs and IT consultants following Broadcom’s acquisition of VMware.
Published on ChannelObserver (DE).
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