2020 Efficiency & Satisfaction Calculation Returns Compliance Registration Payments & Insights Documents & Licensing Financial Services Returns Console EU Returns EU Registrations Classification & Tax Code Mapping Onboarding & Support Support Deflection 27
1 R&D leadership and bench Building a 2 Accelerating pace of product releases product machine 3 Simple and unified experience 4 Continuous improvement on automation 28
How we roll up our global market opportunity Amit Mathradas President & Chief Operating Officer
Marketplaces Monetizing our deep moat across channels eCommerce Billing & POS 700 + Pre-built integrations 30
ECOMMERCE STORE MARKETPLACES 31
Complexity requires a neutral third party 32
>65,000 End Customers Omnichannel >30,000 strategy drives Billable Accounts customer reach 12,710 Core Customers Note: Billable Accounts includes ~11K MyLodgeTaxcustomers that are not included in Core Customers, and excludes International; End 33 Customers is the sum of Billable Accounts plus end customers of our eCommerce partners where we are providing calculation services paid for by the partner and end customer made at least one API call to Avalara in the last 90 days.
How we roll it up What we’re doing to roll it up Mid Market • Estimated U.S. TAM: ~600k businesses • New team with sole focus on and $4bn; <10% penetrated increasing penetration • ASP range: $10k-20k • Multi-product platform approach: increases differentiation, ASPs, • Top competitors: Status quo and share of wallet • Key products: Calc, Returns, Certs, • Support customers' omnichannel Cross-Border requirements • Key partners: Epicor, Infor, Microsoft, • Sell ROI NetSuite, Sage 34 TAM based on ~538k U.S. businesses with 20-99 employees and an Avalara ASP range of $1-5k plus ~91k U.S. businesses with 100-499 employees and an Avalara ASP range of $20-30k. Number of businesses based on 2016 U.S. census data .
How we roll it up What we’re doing to roll it up Emerging Small Business (ESB) • Estimated U.S. TAM: ~5.3 million • Drive penetration through aggregators: businesses and $2bn; <10% penetrated marketplaces, eCommerce and financial partner platforms • ASP range: $200-600 • Launching targeted ESB returns • Top competitors: Status quo, TaxJar product • Key products: Calc, Returns for Small • Increasing self-serve GTM motion Business • Key partners: Shopify, BigCommerce, marketplaces, Intuit, Xero 35 TAM based on ~5.3M U.S. businesses with 1-19 employees and an Avalara ASP range of $200-600. Number of businesses based on 2016 U.S. census data .
How we roll it up What we’re doing to roll it up Enterprise • Estimated U.S. TAM: ~20k businesses • Differentiate with multi-product and $2bn; displacement market cloud platform – calc, returns, certs, • ASP range: $50k-150k cross border, international… • Top competitors: Vertex, Sovos, • Launching Advanced Rules and Thomson Reuters Consumer Use products • Key products: Whole platform + • Deepening content and vertical Consumer Use, Advanced Rules expertise • Key partners: Oracle, Salesforce Commerce Cloud, API integration 36 TAM based on ~19.7k U.S. businesses with 500+ employees and an Avalara ASP range of $50k-150k. Number of businesses based on 2016 U.S. census data .
How we roll it up What we’re doing to roll it up International • Build Avalara brand as most trusted • Estimated TAM: Multiples of the U.S; global provider for cross-border and largely greenfield compliance • Top competitors: Vertex, Sovos, • Deliver unified portfolio to cover Thomson Reuters, smaller local players global and local compliance needs • Key products: Managed Return Service, • Extend thought leadership on legislative VAT Reporting, Cross-Border, Calc (VAT changes via government relations and U.S.), e-Invoicing • Extend partner moat to regions • Key partners: Focused on building out partner moat 37
Leadership and bench strength — 1 seen $1bn and beyond 2 Monetize multi-product platform $1Bn and beyond 3 Build global scale and efficiencies Increase partnership moat and monetization Building for scale & 4 with focus on marketplace and eCommerce efficient growth Drive operating leverage — 5 near-term gross margin emphasis 38
Building effective and efficient global marketing Jay Lee Chief Marketing Officer
Creating category awareness Channels Key Messaging Advertising, website, social ABM, AWARENESS Understand they have a tax problem webinars, PR, Partners, events (CRUSH) Website, tools, INTEREST Automation is available banners, search Direct mail, partner, CONSIDERATION Avalara provides a strong ROI inside sales CONVERSION Automate complexity today Sales You have the best technology and RELATIONSHIP CAMs, email top experts for this problem Realize efficient growth CAMs, email, website, LOYALTY and reduce complexity CUP, direct mail Email, CAMs, CROSS-SELL We can help you expand and grow virtual events, social 40
Awareness remains challenging Awareness of critical tax law changes is still moderate “South Dakota vs. Wayfair” “Marketplace Facilitator Laws” 100% 100% 90% 90% 80% 80% 70% 70% 68% 68% 68% 68% 69% 64% 60% 60% 62% 58% 58% 56% 52% 50% 50% 50% 40% 42% 40% 40% 34% 32% 30% 30% 30% 29% 20% 20% 10% 10% 0% 0% Dec 2019 Jan 2020 Mar 2020 Dec 2019 Jan 2020 Mar 2020 Enterprise Mid Market Emerging Small Businesses 41 Notes: Avalara awareness surveys, 2020, “South Dakota vs Wayfair Inc. Supreme Court decision” and “Marketplace Facilitator Laws” .
Increasing marketing impact through data and analytics Robust Universe Curation Modeling and Scoring Partner & Direct Channels Partner’s Firmographic Financial Search Channels Information Software Propensity New B2B Business Events Display Spend Data Alerts Scoring Key eComm Business ABM Webinars Triggers Software Database Paid Public Partner Email Social Records Lists Forecasting Financial Paid Data Direct Syndication Mail 42
Targeting framework Business Business Industry Systems Segment Model Channels Geographies eCommerce Enterprise B2B In-store Local Accounting & Retail Billing State Mid-Market B2C Online Manufacturing CRM & Wholesale National ESB B2B2C Distributors eCommerce Software Global & Technology ERP Business Fulfillment & Consumer Svc Order Management Logistics & Transportation Payment Processing Communications Procure to Pay Fuel & Energy Supply Chain Mgmt. Lodging & Hospitality Accounting Beverage Alcohol 43
Taxable business example Business Business Industry Systems Segment Model Channels Geographies eCommerce Ecommerce Enterprise B2B In-store In-store Local Accounting Accounting & Retail & Retail Billing State Mid-Market Mid-Market B2C B2C Online Online Manufacturing CRM & Wholesale National ESB B2B2C Distributors eCommerce Ecommerce Software Global Global & Technology Calculation ERP Business Fulfillment & Consumer Svc Sales Tax Order Management Logistics Cross-Border & Transportation Payment Processing Communications Returns Procure to Pay Fuel & Energy Sage Supply Chain Mgmt. Lodging SalesForce & Hospitality Commerce Cloud Accounting Beverage Alcohol 44
Tax exempt business example Business Business Industry Systems Segment Model Channels Geographies eCommerce Enterprise Enterprise B2B B2B In-store Local Accounting & Retail Billing State Mid-Market B2C Online Manufacturing Manufacturing CRM & Wholesale & Wholesale Distributors National National ESB B2B2C Distributors eCommerce Software Global & Technology Compliance ERP ERP Business Documents Fulfillment & Consumer Svc Order Management Logistics Certificates & Transportation Payment Processing Consumer Use Communications Procure to Pay Procure to Pay Returns Fuel & Energy Supply Chain Mgmt. Epicor Lodging & Hospitality Coupa Accounting Beverage Alcohol 45
Our #1 competitor: status quo Closed-Lost Reason Analysis – AvaTax Opportunities (Trailing 12 months) Lost to competitor Product fit 6% 3% The primary reason for a lost deal Other was “status quo” 14% Status quo detail includes: “no tax problem” “not ready in next 6 months” “not enough ROI” Status quo 77% However, only 3% of opportunities were lost to a competitor 46
Eventually, automation becomes necessary AvaTax: First Response-to-Deal Closure In Days % of Total Deals (Running Sum of Opportunities) ~3 months ~1 year ~3 years Of new deals, approximately 100% 50% close within 3 months of 85% 90% their first response to Avalara 80% 70% 70% Through continued nurture and 60% 50% education we achieve an 85% 50% close rate after 3 years 40% 30% The need to automate becomes 20% overwhelming when enough 10% trigger events have passed 0% 0 10 20 30 40 51 61 71 83 94 107 120 137 154 169 189 211 233 251 285 313 336 360 379 404 441 482 530 587 629 687 749 833 947 1,043 1,129 1,178 1,274 1,388 1,575 1,693 1,764 1,946 2,079 2,274 2,621 # of Days to Close No Previous Closed Lost Opp(s) Previous Closed Lost Opp(s) Running % of Total 47 47
Automation is inevitable Successful businesses expand HIGH NEED REQUIRED channels and products as Remove the burden of Your business complexity they grow SKU’s& tax rules constant SKU tax treatments creates a clear automation ROI Selling online quickly subjects you to Wayfair legislation – an immediate automation trigger LOW NEED HIGH NEED It is easy to implement so remove Compliance automation simplifies Continued regulatory any unnecessary compliance risks rapid business expansion changes increases the risk of non-compliance Jurisdictions & channels 48
Customer marketing creates deeper relationships Global Hat Supplier (made in the USA) Calculation Returns Compliance Registration Documents & Licensing Local store selling over 100 styles, decides Sales Tax Managed Returns Sales Tax to move online, sells in all 50 states Great success, decides to ship globally and sell CertCapture Cross Border wholesale (hats for colleges and clubs) Opens more US offices but still centralizes Consumer Use Consumer Use Returns purchases at the original headquarters Expands offices and has single distribution VAT Calculation VAT Reporting VAT Registrations to stores across Europe 49
Strategic partner management Greg Chapman SVP Business Development
Go-to-market model Strategic Partner Customer Customer Account Management Acquisition Management Land & launch Acquire Retain & upsell new partners new logos existing customers 51
Leverage the long tail to 1 become "the standard" Key objectives Increase penetration 2 of top ERP partners Monetize eCommerce 3 and Marketplaces 52
Our go-to-market model Business Development Partner Established Launch Life Cycle Emerging 53
Long tail partner integrations Graduated to Tier 1 Up and coming Tier 1 partners Tier 2 and Tier 3 partners 54
Long tail diversifies and drives meaningful revenue Additional 650 + API integrations Partner Top 20 integrations (% of ARR) Next 30 55
Dedicated team tasked to increase top partner penetration Representative data from one of our top ~7.5% partners Penetration of tax 91% technology in partner's customer base share Share data from top partner website, which shows the number of integrations of Avalara and each of our primary competitors into their base; 56 ~7.5% penetration based on Avalara and competitor installations as a percentage of the partner’s total customers as listed on pa rtner’s website.
Marketplace regulation creates omnichannel opportunity States with marketplace Marketplace: the act of marketing, facilitator laws selling, financing, or fulfilling the sale of someone else’s goods Marketplaces are responsible for the following on behalf of their sellers: Calculating and collecting tax Remittance of tax to the states Filing of returns to the states Potential audit exposure & legally liable for errors Sellers must still report sales & track across multiple channels increasing the complexity for all parties 2017 2017 2018 2018 2019 2019 2020 2020 2021 57
Dedicated marketplace team focused on monetizing large opportunity 136 Current accounts 51% 350 + Y/Y growth Total global, known footprint in accounts 58
1 Million+ potential end customers eCommerce >40,000 with platforms: strategic active usage on Avalara aggregation point for thousands of end ~1,700 upsold on customers more Avalara services Note: potential end customers is based on total end customers of major eCommerce platforms (Shopify, BigCommerce, Wix, Magento, etc.); customers with active usage on Avalara based on end customers of eCommerce platforms that made at least one API call to Avalara within the last 90 days and calculation services are paid for by the eCommerce partner; upsold customers represent active usage customers that became direct Avalara customers after we upsold them on at least one additional product.
Avalara expands partnership with Big Commerce
Customer acquisition Greg Stivers SVP Sales
Go-to-market model Strategic Partner Customer Customer Account Management Acquisition Management Land & launch Acquire Retain & upsell new partners new logos existing customers 62
Go-to-market 35K Salespeople who can refer Avalara 700+ Avalara Sales & Channel Team Prebuilt integrations 3,500 Resellers, software integrators, and accountants 63
New customer acquisition team for core U.S. GTM Channel Sales Emerging Mid Market Enterprise Managers Development Small Business Direct partner Create qualified referrals opportunities Sales Sales Sales 1,200 Partners • Outbound/In- • 1-19ee • 20-499ee • 500ee+ • bound/Free Trails Technology, • $700K Quotas • $900K Quotas • $1.1M Quotas • Resellers, SIs, • US/India • 45 day sales cycle • 90 day sales cycle • 160 day sales cycle and Accountants 64 Note: only for NEW customer acquisition; excludes international and other strategic U.S. initiatives and products.
Triggers New: ROI Headcount Product ERP & business reductions expansion system changes eCommerce Legislation Geographic Cloud shift shift changes expansion M&A Audits & Change of notices staff 65
Home Security Emerging Small Business INTEGRATIONS TRIGGERS QuickBooks, Stripe, Magento Very manual process with multiple systems with limited understanding of nexus. $6K Bookings Geographic expansion ROI PRODUCTS PURCHASED Registrations RESULTS AvaTax Freed up staff to focus on growth objectives. Automated nexus alerts eliminated need to SST spend time tracking as they continued to grow. Managed Returns 66
Coffee Roasting Emerging Small Business INTEGRATIONS TRIGGERS Competitive Win Needed to be registered in most states for remote employees. The accounting department needed more support to scale nexus footprint. $16K Bookings Product expansion PRODUCTS PURCHASED ERP & business system changes Registrations RESULTS AvaTax The ability to support product taxability for Certificate Mgmt. machinery, software, and maintenance. Scalable solution as they expand into a more Managed Returns robust ERP and into Canada. SST Support Package 67
Construction Parts Emerging Small Business INTEGRATIONS TRIGGERS QuickBooks + BigCommerce Needed to be registered and begin filing nationwide in 20+ states. Very manual and time-consuming in- $19K Bookings house processes. Geographic expansion PRODUCTS PURCHASED ERP & business system changes Registrations ROI AvaTax RESULTS SST Ability to scale as they grow Managed Returns into more complex states. Pre-built integration for BigCommerce and QuickBooks Desktop. 68
Asset Management Emerging Small Business INTEGRATIONS TRIGGERS QuickBooks The CEO needed a “life raft” and couldn’t continue to pay the steep rates paid for a 3rd party to file and did $17K Bookings not have the resources to file in-house. ROI PRODUCTS PURCHASED AvaTax RESULTS Returns Pre-built integration for Quickbooks Desktop (had a Support Package terrible experience when attempting to use competitor's QB integration). Visibility – one source of truth for everything related to transactional tax compliance. 69
Glass/Aluminum Mfr. Small to Medium Business INTEGRATIONS TRIGGERS API + Displacement of 2 competitors Manually uploading monthly rate tables from competitors Managed Returns filing. $49K Bookings ROI PRODUCTS PURCHASED RESULTS AvaTax Avalara displaced both 2 competitors by simplifying the solution and single source of truth. Returns Ability to scale with a large volume of transactions. 70
Online Church Apps Small to Medium Business INTEGRATIONS TRIGGERS API + Stripe Omnipresent nexus due to remote employees in 26 states. Hard to keep up with tax changes $35K Bookings and calculations related to SaaS. Geographic expansion PRODUCTS PURCHASED Audits and notices AvaTax RESULTS CertCapture Minimal IT involvement with our Modern REST API’s to Managed Tax Returns calculate tax from an in-house webform. SST An automated way to incorporate exemption certificates into the invoicing logic. Support Package 71
Cabinetry Distribution Small to Medium Business INTEGRATIONS TRIGGERS Accumatica + API Established economic nexus in nearly every state. Manual processes for collecting, storing and $27K Bookings managing exemption certificates. ROI PRODUCTS PURCHASED Legislation changes Registrations Staffing changes AvaTax RESULTS CertCapture A solution that integrates with Acumatica. And REST 2 Managed Returns API for their dealers portal, so dealers know how much sales tax to charge their customers. SST Single tax calculation, tax return, and Certificate Support Package management solution. 72
Publishing Small to Medium Business INTEGRATIONS TRIGGERS Microsoft + Magento Accounting team short-staffed in order to manage full 50-state compliance. 50% of sales are to exempt $72K Bookings entities. ROI PRODUCTS PURCHASED Legislation changes AvaTax Geographic expansion CertCapture RESULTS Returns A solution that integrates with MS D365 Business SST Central and Magento. Professional Services Manage certificates for exempt organizations who are their primary customers. 73
Interconnection Svcs. Enterprise INTEGRATIONS TRIGGERS Microsoft Resources burnt out to keep up with complex tax compliance. Limited reporting available to support $73K Bookings tax decisions. ERP & business system changes PRODUCTS PURCHASED Headcount reductions AvaTax for Communications Tax Determination RESULTS Cloud-based tax engine that can provide ALL Managed Returns applicable transactional tax calculations in the US, for Communications Canada, EU, and APAC via a single engine. Ability to tailor exemptions. 74
Image Editing Software Enterprise INTEGRATIONS TRIGGERS Recurly Registered in small number of states, manual filing and remittance process, manual researching of rates with iffy $65K Bookings reporting, and no tax strategy to accommodate growth. ROI PRODUCTS PURCHASED Legislation Changes AvaTax Product Expansion Managed Returns RESULTS SST Cloud based solution with a pre-built integration into Recurly. Automated tax filing with SST and with ability to handle VAT for future growth. 75
Customer account management Strategic Partner Customer Customer Account Management Acquisition Management Land & launch Acquire Retain & upsell new partners new logos existing customers 76
U.S. customer segments and CAM allocation We organize our customers into four segments based on the ARR value to Avalara Emerging Mid-Market Emerging Small Biz Mid-Market Enterprise Segment Definition <$3K ARR >$3K - $6K ARR $6K - $100K ARR >$100K ARR Segment • Annual CAM Quota: $1M • Annual CAM Quota: $615K • Annual CAM Quota: $1.2M • Annual CAM Quota: $1.2M details Engagement Strategy LOW TOUCH / AUTOMATION HIGH TOUCH / PROACTIVE 77
CU RRENT SU B SCRI PTI ONS COMPLI A NCE MONI TOR Customer TRANSACTION MONITOR renewals ECONOMIC NEXUS ALERT According to AvaTax transaction data, it appears the customer has reached a sales or transaction threshold in a state with economic nexus laws, however they do not have nexus selected for Trigger-based communications the state(s) within AvaTax. CU RRENT PLA N begin to customers 120 days COMPANIES: 1 STATE JURISDICATIONS: 17 before renewal 80% ECONOMIC NEXUS ALERT According to AvaTax transaction data, it appears the TIER 40,000,000 Units USAGE TO DATE 19,294,604 Units CAMs execute renewal customer has reached 80% towards the sales and/or transaction threshold in a state with economic nexus laws, account reviews and leverage START DATE January 29, 2020 DAYS REMAINING 64% however they do not have nexus selected for that state(s) the Scorecard to understand RENEWAL DATE January 28, 2021 UNITS REMAINING 52% within AvaTax customer product adoption, OVERAGE RATE $0.04 COMPANIES: 1 STATE JURISDICATIONS: 1 DATE PROJECTED usage, and compliance risks TO EXCEED October 26, 2020 FILING MONITOR and opportunities During renewal customers at NEW NEXUS New nexus detected in the past 30 days; client risk of churn are identified, PLAN Pre-Paid Returns ANNUAL FILING VOLUME ESTIMATE: should ensure proper registration and returns flagged and save plans are filing calendar setup. 865 TIER 501-750 Returns developed COMPANIES: 1 STATE JURISDICATIONS: 7 PURCHASED 733 Returns RETURNS FILED LAST 12 MONTHS: COLLECTING NOT FILING START DATE February 28, 2020 Client has selected nexus in jurisdiction(s) 268 RENEWAL February 27, 2021 without corresponding entry in Avalara Returns DATE filing calendar. May require registration and backfiling. If SST customer, all SST states are omitted from this data set. COMPANIES: 1 STATE JURISDICATIONS: 1 78
Customer upsell CAMs drive Upgrades Cross Sell upsell through… Increasing transaction Customers purchase new tiers products Customers grow New Product Offerings More transaction volume Additional connectors More geographies/nexus SST Returns Price discounts increase to list Managed Returns Exemption Certificate Management Global Offerings Professional Services 79
Growing with our Customers Wholesale restaurant supply company scales compliance after a negative audit result Calculation Returns Compliance Documents 2011: Launched eCommerce ordering platform 2018: Added Premium Returns 2019: Audit led to need for Cert Capture document management Now: Avalara is used across 10 subsidiaries, 3M transactions, 1,500 returns and over 100K exemption certificates 80
Growing with our Customers Omnichannel construction materials distributor is focused on efficient growth and increased M&A activity Calculation Compliance Registration over the next 12-18 months Documents & Licensing 2016: First partnered on registrations to support growing nexus footprint 2017: Implemented AvaTax for ERP and Cert Capture to manage exemptions 2018: AvaTax scaled as company quickly grew from 500K to 2MT transactions annually Now: Moving ERP to Cloud and adding new connectors to support eComm and omnichannel selling 81
Growing with our Customers Continuing to drive efficiency, reduce manual burden and redefine their compliance strategy to meet Calculation Returns Insights increased compliance demands 2014: Launched large scale eComm platform for residential real estate 2015: After a major acquisition compliance strategy needed to be redefined 2019: Returns scaled to quickly meet a 50% increase in nexus exposure Now: Added Consumer Use product to increase efficiency and accuracy and reduce errors associated with use tax 82
International opportunity Salim Ali SVP International
Global markets present a huge opportunity Avalara Compliance Cloud Coverage Global customers doing 165+ countries Gig economy going in business with US VAT/GST direction of marketplace compliance Customers doing business Cross-border trade & across VAT countries Digital services commerce accelerating on tax radar Intra-country compliance needs Compliance reporting complexity increasing 84
Compliance Is a global need: all countries & all transactions The US context 50 states Sales tax Economic nexus Tax calculation is the beachhead 85
The breadth & complexity of VAT compliance Sales tax Supplier Manufacturer Distributor Retailer Consumer Make payments Claim refunds Collect VAT Track VAT paid Track exemptions File returns 86
Let’s look at the “simple” In -Country need The England example Charged on a far wider range of activities (digital goods; telecoms; alcohol; banking) VAT Calc is easy VAT compliance is hard VAT Reporting is the beachhead 87
Now let’s look at cross -border implications VAT & GST spans 165+ countries The EU example Different VAT rates across countries Language diversity contributes to VAT rules complexity Filing & return protocols differ Customs rules & import duties vary VAT Reporting becomes incrementally harder 88
Tectonic plates of cross-border compliance shifting in Avalara’s favor Cross-border Governments pivoting But massive fraud Automation and live eCommerce is to indirect taxes results in tax leakage reporting seen as the undermining with multiple solution countries’ traditional legislatives triggers tax base 89
Major legislative changes to drive our growth Examples of how Avalara leverages tax law reform to generate booking December 2020 2021 2021 Brexit Tax Breakaway EU Marketplace E-invoices Reforms UK leaves EU Customs Union and Marketplaces and couriers Tax authorities control issuing VAT regime become VAT deemed supplier of digitized sales invoices from 2021 Tariffs and import VAT due for Poland, Greece, France follow first time for ~500k businesses Italy, Spain and Hungary and global trend PRODUCT NEED PRODUCT NEED PRODUCT NEED HS Code Classification; Tariff calc; Tariffs calc; VAT Reporting; MRS for Digital signature invoices; live VAT VAT Reporting, Fiscal Rep sellers; Fiscal Rep calc; submission to tax authorities 90
The Avalara international portfolio Registrations Calculation Returns & Document Business Government & licensing reporting management EMEA EMEA EMEA EMEA ❑ VAT Registrations ❑ VAT Calculation ❑ VAT Reporting ❑ E-invoicing ❑ Cross-Border customs & duties ❑ E-Invoicing ❑ Item Classification ❑ Managed Returns LATAM LATAM ❑ Returns Brazil LATAM ❑ Calc Brazil ❑ TaxDocs Monitor ASIA ❑ Validate ASIA ❑ India GST ❑ India GST Global database of tax and product content Avalara Compliance Infrastructure to serve, scale and protect your data Cloud Platform Largest network of integrations into business tools 91 91
Sneak peek: How we execute for international market success Cover inbound global customer, Product meets outbound local customer, and compliance local compliance needs needs 1 Align with local policies & 2 Focus on Whole Solution (product decision makers + tax content + app connectors) Local government Ensure Automated Filing Avalara coverage Capabilities & Certifications market Ecosystem success & moat Establish Local GTM established routes (direct and local partners) 4 3 Deliver on Global and local partner customer connector coverage Ensure Local SLA capabilities experience Fulfill compliance obligations 92
Applying our market success framework to EMEA BREXIT TAX BREAKAWAY DEC 2020 | UK MTD APRIL 2021 | EU DEEMED SUPPLIER 2021 KEY CATALYSTS VAT REPORTING AVATAX MANAGED RETURNS CURRENT LARGER ENTERPRISE VAT NEEDS ANY BUSINESS SELLING INTO THE US SMB VAT OFFERING OFFERINGS (with Tax Authority Certifications) New cl clou oud d offerings ent ntering ng gene neral availability in n Q3 Q3 GOING BEYOND First emea-specific organic product launches this year; vat portfolio on way INCUBATE X-BORDER AVATAX VAT FISCAL REP CLASSIFICATION & DUTY DETERMINATION NET-NEW FILLING OUT OUR COMPLIANCE SUITE OFFERINGS 93
The plan to expand our International market success blueprint New Avalara Compliance Meet global Markets Cloud Coverage compliance needs Global customers doing business with US India Customers doing business across VAT countries LATAM Intra-country compliance needs EMEA 94
Automating global compliance Liz Armbruester SVP Global Compliance Operations
Compliance product suite Calculation Calculation Returns Compliance Compliance Registration Payments & Payments & Insights Insights Documents Documents & Licensing Financial Services Financial Services 96
Automation Automated Manual Returns Efficiency - US Returns Efficiency - International 2,500,000 35,000 2,500,000 35,000 30,000 30,000 2,000,000 2,000,000 25,000 25,000 1,500,000 1,500,000 20,000 20,000 15,000 15,000 1,000,000 1,000,000 10,000 10,000 500,000 500,000 5,000 5,000 - - - - Sales and Use Telecommunications Lodging VAT Returns Volume Returns/Person Returns Volume Returns/Person 97
Efficiency & satisfaction improvements Content Instantaneous Returns Automation GoLive Platform 98
Returns Console Demo
Financial update Ross Tennenbaum CFO
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