CUSTOMER STORY · MALAM-TEAM · ISRAEL
How Malam-Team earned more rebate per dollar it bought
With Rebates-On, one of Israel’s largest IT groups sees its main vendors’ rebate programs in one clear view that shows what to do next. In 2025 its rebates grew faster than its purchases, and it renewed for a substantial further term.
At a glance
- Company: Malam-Team (malamteam.com), one of Israel’s largest IT groups, in the market for decades
- Main vendors in the program: Dell Technologies, Cisco, HPE, Juniper, HP Inc, Lenovo, NVIDIA, Broadcom, Veeam
- Challenge: hundreds of rebate programs across its main vendors, each with its own calendar, rules and portal, carried on top of the day job
- Solution: the Rebates-On platform, which turns hundreds of complex programs into one clear view and flags the next best action and what it’s worth; and Rebates-On’s specialists, with a plan for each vendor
- Results: more rebate per dollar bought; by Malam-Team’s own review, the engagement paid for itself many times over; renewed for a substantial further term
- With Rebates-On since: September 2025
Malam-Team is one of Israel’s largest IT groups, and it sells and integrates technology from well over ten vendors. In September 2025 it brought a significant set of its main vendors into Rebates-On: the platform makes every vendor’s programs simple to read and flags the next best action, and Rebates-On’s specialists read the fine print and draw up a plan for each vendor. By Malam-Team’s own year-end review, it earned more rebate per dollar bought in 2025 than in 2024, and after the first year it renewed for a substantial further term.
1. The challenge: rebate programs on top of the day job
Between them, the vendors Malam-Team brought in run hundreds of rebate programs. Dell’s year starts in February and HP Inc’s in November, and the others keep their own. Each vendor has its own portal, tiers, certifications and rules, and most of them change something every quarter. Since Cisco rebuilt its partner program in 2026, part of its rebate pays for what happens after the sale.
The information was all there, spread across vendor portals and program documents, and Cisco alone issues several a quarter. Keeping up with it sat with category managers whose real job is customers and deals. Certification deadlines arrived as vendor emails, with weeks to act. And finance wanted a view the vendor portals don’t give in one place: for each vendor and each quarter, what was bought, what was earned, what was paid and which deals were left out.
Not in one place
“Our teams are experienced and professional, and the material wasn’t new to them. What was new was the ability to take a lot of information and change, and turn it quickly and simply into the action that’s needed, with the right person at the right vendor.”
Moshik Azan, Rebates-On’s CEO, sees the same picture at IT solution providers that sell more than one vendor, whether they call themselves VARs, systems integrators or resellers, in Israel and in the US alike.
2. The decision: measured on Malam-Team’s own numbers
Malam-Team took its time. The first conversations were early in 2025, and the agreement was signed that September. Results would be measured against Malam-Team’s own 2024 baseline, and Malam-Team would do the measuring.
- Early 2025
- September 2025
- End of 2025
- Renewed
“We were a little skeptical when we first signed about whether this would work and be worth it, so we asked for a baseline of our 2024 performance to compare against. At the end of 2025 we could compare the rebate we collected as a share of what we bought. In effect, we built the deal so we could measure success.”
3. The solution: a plan for each vendor, worked out together
At the start of each vendor’s year there’s a plan for that vendor: which partner level to hold, and the certifications and purchases it takes. Rebates-On’s specialists prepare it and Malam-Team’s manager approves it, including where a higher tier is worth chasing and where it isn’t.
- Partner level to hold
- Certifications
- Purchases
From there, the two teams work as one. Rebates-On tracks the programs: every week, purchases are checked against vendor sites, and every two weeks Rebates-On sits down with each category manager to go over certifications and purchases against the forecast. Malam-Team’s people make the calls.
“Malam-Team’s Alliances teams and veteran category managers, part of the sales division, bring deep vendor relationships. That means they understand what each program requires and act quickly to close the gap, whether by pulling a deal forward or by another move. Eldar’s finance team keeps us focused on the rebates and removes roadblocks so we can move faster. Together, it adds up to a stronger bottom line.”
4. The platform: one clear view, and the next best action
Every partner gets the same program documents, and every vendor writes its own rules. At Malam-Team, Rebates-On reads them, so the category managers don’t have to. The platform lays it all out in one view: for each vendor and each quarter, what was bought, earned and paid, and what’s left to earn. Then it turns each program into its next best action, and shows what that action is worth while there’s still time to take it: add the few units that push a product line over its target, finish a step after the sale, renew a certification, follow up a claim.
- add the few units that push a product line over its target
- finish a step after the sale
- renew a certification
- follow up a claim
A group the size of Malam-Team, built partly through acquisitions, in printing for one, gets more out of this than most. Some programs count targets that sit with different divisions, sometimes different companies in the group: HP Inc, for one, pays an extra layer when more than one of its quarterly targets is met, PCs and print among them. Rebates-On shows the moment one target is met, so Malam-Team can push the other side right away and earn the extra rebate.
It’s built to be read in seconds. A manager sees which actions are open and hands each to the right person inside the platform. Before an order goes in, the platform can simulate what it would do to the rebate, and Malam-Team decides whether it’s worth placing. And each quarter, the deals a vendor left out of its rebate arrive as a list, without anyone asking for a report.
“You open it for ten seconds and a ‘buy now’ lights up: you’re $5,000 of PCs short of $30,000 in rebate. You call the distributor, place the order and get on with your day.”
5. The results
Malam-Team measured 2025 against its own 2024 baseline, in its own year-end review.
“As I see it, a category manager should put most of his resources into helping the sales team bring in deals, and the more of his attention goes there, the better we do. Working with Rebates-On lets us do exactly that: stay focused and keep pushing for business with our customers, which is where our attention should be.”
6. The takeaway
Rebate dollars follow the plan more closely than they follow purchase volume. A plan pays when the team sees every program clearly and knows the next best action in time to take it.
7. What’s next
Roadmap feature. Rebates-On is building AI into the platform. For a team like Malam-Team’s, that means management numbers at a click before a board meeting, and a morning email to whoever needs to act before the window closes. Rebates-On’s specialists stay in the loop, and the decisions stay with Malam-Team.
Your vendors keep their own calendars too
A vendor portal shows one vendor’s program. A partner-side platform puts all of them in one clear view and shows the next best action.