27. May 2026
In trading, you need to purchase what you intend to sell. Against this backdrop, the secondary software market should not only be seen as a source of cost-effective licences, but also as an opportunity to monetise legacy licences within projects.
The market for pre-owned software is currently shaped, among other factors, by geopolitical developments, including ongoing discussions around data security and data sovereignty, explains Melanie Achten, Managing Director at MRM Distribution. This overall situation is driving increased demand for on-premises solutions. “And with that, demand for pre-owned software is also rising – quite simply because it costs around one third less than most cloud models,” says Achten.
Opportunities in the Cloud Era
However, the transition to hybrid environments or fully cloud-based (M365-only) setups also presents opportunities for MRM, according to Achten. At the same time, this creates clear benefits for resellers and system integrators. The key question concerns existing on-premises licences held by their corporate customers. These often become obsolete in the cloud – and this is exactly where the secondary software market becomes relevant.
“MRM partners can fully leverage this by offering their customers’ unused software to us for purchase,” explains Achten. This approach also frees up budget on the customer side – “an argument that is hard to refuse and ultimately benefits the advisor as well,” she adds.
A Typical Scenario
Achten describes a common scenario involving a company with 150 workstations migrating entirely to a cloud environment, where its existing volume licences are no longer required. She outlines the potential value:
- Office 2021 Professional Plus: currently €35 per licence → €5,250 total (150 licences)
- Office 2024 Professional Plus: up to €130 per licence
- Exchange Server 2019 Enterprise: €100
- Client Access Licences (CALs): around €30 each
As a general rule, the newer the version, the higher the resale value. MRM also provides an online calculator for licence sellers.
“Microsoft licences that are no longer in use due to organisational changes or other reasons have a real market value. Resellers and system integrators should ensure their customers benefit from this.”
Melanie Achten, Managing Director, MRM Distribution
Licensing as a Strategic Lever
Achten emphasises that licensing should not be viewed in isolation, but rather as a strategic lever – one that drives cost efficiency, flexibility and future readiness. The goal is to design IT architectures where costs remain under control while creating financial flexibility. “Savings of well over 30 per cent are not uncommon,” concludes Achten.
Published on ITBusiness.
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