Avalara provides Sales Tax calculations as SaaS to businesses, not just in the USA but globally. Within the U.S alone, there are hundreds, if not thousands, of different sales tax jurisdictions within the United States alone. Avalara also provides additional services such as: electronically storing sales tax certificates, automatic sales tax calculations, automatically filing sales tax returns in proper filing jurisdictions. (Even if taxes in one town are different from another, these taxes are usually remitted to the state for disbursement out to the towns.)
91% of revenues were subscription revenues in the most recent quarter.
**AVLR_Income Statement Q4 2020 TTM5 TTM YoY QoQ**
Total Revenue 144,760,000 382,421,000 500,569,000 130.9% 134.5%
Cost of Revenue (40,579,000) (115,299,000) (143,095,000) 124.1% 123.4%
___________ ___________ ___________
Gross Profit 104,181,000 267,122,000 357,474,000 133.8% 139.4%
Selling, General and Administrative Expenses (89,406,000) (240,552,000) (299,732,000) 124.6% 138.7%
General and Administrative Expenses (29,647,000) (71,918,000) (95,242,000) 132.4% 163.3%
Selling and Marketing Expenses (59,759,000) (168,634,000) (204,490,000) 121.3% 129.0%
Research and Development Expenses (34,457,000) (82,442,000) (119,710,000) 145.2% 134.5%
___________ ___________ ___________
Operating Income/Expenses (123,863,000) (322,994,000) (419,442,000) 129.9% 137.5%
___________ ___________ ___________
Total Operating Profit/Loss (19,682,000) (55,872,000) (61,968,000) 110.9% 128.3%
Gross Profit is growing faster than Revenues both YoY and QoQ.
Operating Loss is slowing as the business scales.
Avalara has few competitors and, logically few customers are likely to develop a product to compete with them on any scale. I think Avalara is in a wonderful position to be a growing and recurring business. Almost no one that signs up to become their customer will undertake the expense of forgoing the services, as I would think the cost of “rolling your own” will be too prohibitive, forever. Whether someone else can offer a solution that is better or significantly cheaper is always a problem.
The best candidates for doing that are Target, WalMart, Shopify and Amazon. Which probably means only Shopify, because who wants to pay their probable competition to make a sale? But they already are integration partners with Amazon and Shopify, so that leaves WalMart or Target to become a SaaS vendor? Not really in their DNA, imo. Maybe Wal-Mart’s digital guy would try such an undertaking?
2020 was just the first year of a real online strategy for a lot of the companies that had to pivot to the online world. 2021 will be when they start to really invest in it as a growth venue and start to look at their costs structures. Exploding sales tax issues will drive many, many companies “crazy” in their Accounting departments and implementation of a solution will be critical just to let “Sales” go forward on pursuing even more online revenues. I see strong growth ahead for Avalara, it only makes sense.
On top of this, they offer services internationally, handling VAT taxes in many countries. They offer products in Brazil, which is one of the most complicated VAT regimens any of us can imagine. Suffice it to say, in Brazil the taxes are different for sales to customers within “states” than to customers outside the seller’s state, and the taxes rates are different for farm tractor parts than for car parts (even if they are identical parts!) based on materials, local manufacturing competition, importance of the usage to gross national product, and on and on. Truly disheartening for businessmen, and especially accountants and programmers all over the world.
Saul has mentioned OKTA as a company whose ongoing success seems very sticky and stable. I suggest Avalara has similar characteristics. Once a business has it installed, unless they stop needing to collect taxes and make filings for many jurisdictions, they won’t cancel this relationship and install another solution.
The Forward View:
Annual Run rate for Revenues off the 4Q is $580MM, and while this may have some seasonality in a mature state, every quarter has increased revenues from the quarter before for the last 11 quarters (3 years). Guidance by management last night was:
For the first quarter of 2021 the Company currently expects:
• Total revenue between $142.0 and $144.0 million. <== I already said they’ve never not grown from Q-to-Q
• Non-GAAP operating loss between $10.0 and $12.0 million.
For the full year 2021, the Company currently expects:
• Total revenue between $628.0 and $633.0 million. <== This is guiding for 25% growth Y-o-Y
• Non-GAAP operating loss between $18.0 and $22.0 million.