Every Ship & Debit claim, distributor rebate, and price adjustment is a tax event. Most clients don't know it. We sit between your CRM and ERP — owning the channel data Avalara needs to calculate correctly. Implementation, exemption cert management, multi-state filing, and channel-specific tax logic. One team. No hand-offs.
Standard tax implementations handle point-of-sale transactions — but channel businesses have a different problem. The actual price isn't known until claims are settled. Distributors sell at list price, then claim the difference back. The tax was calculated on the wrong basis from day one.
Ship & Debit claims and rebates change the effective selling price. Tax was calculated on the distributor invoice price, not the net price after claims. The difference goes unfiled — or miscategorized as an expense instead of a tax credit.
B2B channel sales are mostly tax-exempt — but only with a valid resale certificate on file. Certificates expire. States have different validity periods. Nobody tracks it, and auditors will.
Avalara needs to know where product actually landed to determine nexus and tax obligation. POS reconciliation data — the exact state-level sell-through your distributor reports — is the input. It's sitting in a spreadsheet instead of AvaTax.
When a manufacturer funds channel incentives through a separate entity (common in pharma and semi), the intercompany transfer and the incentive payment can both trigger tax events. Without proper structuring, you're taxed twice.
We own the full Avalara stack — AvaTax implementation, CertCapture, channel price adjustment logic, and automated Returns filing. Everything wired together so your channel transactions calculate and file correctly, end to end.
We configure and integrate Avalara AvaTax into your CRM and ERP stack — Salesforce, NetSuite, SAP, HubSpot, Dynamics 365. Tax calculation fires in real time at the point of invoice, not at month-end. Product taxability rules, jurisdiction logic, and nexus thresholds configured for your specific product catalog and sales motion.
B2B channel sales are predominantly tax-exempt — resellers, manufacturers, end-users with exemption certificates. Avalara CertCapture stores, validates, and tracks every certificate across every entity. We implement CertCapture, configure the certificate request workflow, and integrate it with your CRM so certificates are validated before the order ships — not during an audit.
A distributor buys at $100. Files a Ship & Debit claim for $15. Effective price: $85. Tax was filed on $100. The $15 is taxable, rebate treatment, or a price adjustment — and it matters. We build the logic that feeds settled claim amounts back into Avalara as price adjustments, credit memos, or tax-exempt rebates, depending on program type. Every channel program structured correctly before it touches your GL.
Avalara Returns handles multi-state sales tax return preparation and filing. We implement and configure Returns across your full nexus footprint — mapping your transactions to the right jurisdictions, handling use tax, managing filing calendars, and reconciling returns to your GL. For channel businesses, we add a pre-filing reconciliation step: every channel transaction reviewed against POS data before the return goes out.
A standard Avalara implementation wires AvaTax to your existing transaction flow. Channel businesses have an additional problem: the taxable amount isn't finalized until claims are settled. We build the claim-to-tax feedback loop — the piece that requires owning the channel data upstream of Avalara.
| Capability | Nteli | Standard implementation | Accounting firm |
|---|---|---|---|
| Avalara certified implementation | ✓ Yes | ✓ Yes | Sometimes |
| Channel revenue data (POS, S&D, rebates) | Yes — we own it | No — they don't have it | No |
| Channel tax logic (claim adjudication → AvaTax) | Built in | Not available | Manual |
| CRM/ERP integration | Full stack | Limited | No |
| Salesforce Revenue Cloud + AvaTax together | Yes — Premier Partner | No | No |
| Fixed-fee engagement | Yes | T&M | T&M |
| Phase 1 timeline | 3–4 weeks | 2–4 months | Ongoing |
Most channel businesses don't discover it until an audit. Book a discovery call — we'll map your exposure in 30 minutes.