Talent engagement and CRM platform Gem was founded in San Francisco in 2017. By 2021, the finance team at Gem was looking ahead to raising a Series C round, and getting the infrastructure in place to support their future growth.
Gem’s controller Temi Vasco knew that meant getting sales tax compliant to protect the company’s revenue—but she wasn’t sure where to start.
Non-compliance put Gem’s revenue at risk
Vasco knew that growth meant more potential exposure for the company’s revenue streams.
“We were at an inflection point in terms of our sales,” says Vasco. “I felt we needed to get compliant pretty quickly. We didn't want to get to the point where states were coming to us.”
But the path to getting compliant was anything but clear. Vasco evaluated several tools but found the pricing structures confusing. And after talking to sales reps for those tools, she still had unanswered questions about how to deal with sales tax.
Once Vasco was connected to the team at Anrok, she quickly found the clarity—and SaaS-specific expertise—she was looking for.
“I had a lot of questions that the Anrok team was able to answer,” Vasco says. “What are the typical steps for a company like ours? How do we know when we’re getting close to compliance issues? And what other risk factors am I not even looking for?”
Gem was ahead of many companies in addressing sales tax at Series B. But companies getting started with compliance at this stage often need to first look backwards, making sure to square up any historical liability before making a plan for the future.
Most sales tax platforms don’t support this step in the process, pointing companies to accounting firms instead. This can cost between $4–10k for a one-time historical exposure report. And companies still need to take steps to act on any findings from the report, requiring even more time and money to resolve.