22. May 2025
Cost-saving measures when purchasing software
Rarely does a trend have only one driving factor, and often opposing dynamics are at play. The used software market is being driven by economic uncertainty, while the cloud boom is pushing other licensing models. Overall, demand is increasing.
Uncertainty is a major issue in the current market environment. Melanie Achten, Managing Director of MRM Distribution, summarizes it clearly: “No one really knows where the German economy is heading.” As a result, companies find it difficult to spend money on IT, and projects are being put on hold, according to her analysis. At MRM, this becomes noticeable because companies are now paying close attention to where they can reduce costs.
Microsoft licenses offer a simple lever, the manager explains: “Instead of purchasing new licenses or subscribing via the cloud, companies can use used volume licenses.” According to her observations, more and more IT leaders are using this lever and are treating the reuse of software as a strategic instrument that allows them to continue implementing projects at all. This often leads to hybrid scenarios – on-premises infrastructure combined with selected cloud services, or vice versa. MRM not only provides the licenses for such setups but also the consulting needed to implement them in an audit-compliant way.
No reason to abandon used software
Cloud computing continues to grow rapidly. Against this background, Achten views the future of the used software market “quite pragmatically,” as she puts it: “Cloud computing is not a reason to abandon used software. It’s not about either-or, but about finding the optimal mix.”
There are still many reasons for maintaining on-premises infrastructure. Keeping parts of IT locally is standard practice in manufacturing, the public sector, and wherever sensitive data is involved. “Considering the signals coming from the United States, that is likely to remain the case in the medium term,” Achten says.
In times like these, it is important for system integrators to offer their customers affordable, future-proof solution packages. “That inevitably includes reused licenses, simply because they are cost-effective – even for the latest versions,” she explains. According to Achten, companies can save between 30 and 40 percent by purchasing a used Office 2024 or Windows Server 2025 license from MRM.
An expanded business model
The question of the industry’s future in the cloud era still arises. “When I took over the management of MRM Distribution last August, we sat down together and deliberately decided to expand our business model,” the Managing Director reports.
Since the beginning of this year, MRM Distribution has joined the ranks of Microsoft CSP partners. From her perspective, this means: “We can provide classic volume licenses and also offer cloud and subscription models directly – including licensing consulting.”
Ultimately, it is about choosing the right license for the right requirement. That could mean used, new, hybrid, or cloud-based solutions. The key point is that the solution fits technically, economically, and from a licensing perspective.
When the auditor knocks twice
“The market for used software providers has grown significantly in recent years,” Achten says. Unfortunately, not all providers operate with the necessary diligence. This is important because Microsoft conducts audits to verify compliance – “regardless of whether companies use reused software or new licenses.”
MRM supports such cases two to three times a year. “Most recently at the end of 2024 with a major device manufacturer that had purchased our licenses through its system integrator.” As part of a financial audit, everything was disclosed. The documents provided by MRM were complete and fully traceable, and the audit was concluded within just a few days – without further questions.
Increased demand for new product versions
Since Microsoft released new product versions – specifically Office, Project, and Visio 2024 as well as Windows Server 2025 – MRM Distribution has experienced a significant surge in inquiries, according to Achten, including very large order volumes.
“Recently we received requests for between 1,300 and 5,000 licenses. At the moment, my team is very busy sourcing license packages of this size,” the Managing Director reveals.
At the same time, reusable software has gained strong acceptance in the market. Customers now have a clearer understanding of what they need. “They expect a full-service offering, not just a simple license. That is another reason why we expanded our business model,” she explains.
AI is a child of the cloud
Artificial intelligence is another major topic, according to Achten. Many AI applications are only possible within cloud infrastructures. “With Microsoft, for example, Copilot requires companies to have M365 plans. That is changing demand.”
At the same time, many companies are still unsure how AI will affect their IT strategies. This makes hybrid licensing models – combining reused and cloud-based components – even more attractive.
The core business
The absolute bestsellers at MRM Distribution remain Microsoft Office packages – particularly Office Standard 2024 and Office Professional 2024. These are followed by Visio, Project, and Windows Server 2025, both in the Standard and Datacenter versions.
Correspondingly, there is also strong demand for the associated Client Access Licenses (CALs). “We offer older versions up to 70 percent cheaper than buying new. Even with the latest programs from 2024 and 2025, our customers already save around 30 percent. In economically challenging times, those are strong arguments for buying used,” Achten explains.
Collaboration with IT system integrators
More than 6,000 system integrators across the DACH region and throughout Europe work with MRM, according to the company’s CEO. System integrators benefit from referral commissions reaching double-digit percentages, bonus programs, and extensive licensing expertise – both in the used software sector and in new business via Microsoft CSP.
Hardly any system integrator or service provider focuses exclusively on Microsoft licensing in the same way MRM does, Achten notes. “Our partners can take advantage of this by involving us in the licensing consulting of their customers.”
For partners, this means reduced workload, no risk, and top-level service – while still generating solid margins and satisfied customers. If MRM also identifies unused legacy licenses during the process and can purchase them, this creates new budgets for IT projects within the selling company – and thus new business opportunities for the partners involved.
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