The Problem — 40 Years of Tax Tech and Why Compliance Keeps Getting Harder with Diane Yetter (pt 1)
In this episode of the SALTovation podcast, Aprio's Judy Vorndran and Meredith Smith welcome back four-time guest Diane Yetter, founder of YETTER Tax and the Sales Tax Institute, for a candid look at where sales tax technology has been, where it is now, and where it is heading. Diane outlines her 41 years of work in the field, from her start as a Kansas state auditor to building exemption certificate tools in Lotus 1-2-3 in 1985, to consulting with global manufacturers on transaction tax implementations.
The conversation delves into issues making sales tax harder than ever: the post-Wayfair flood of obligations, expansion into digital and services, and the proliferation of sub-local tax authorities like Colorado's special districts and Kansas's block-by-block jurisdictions. Diane shares a real example from her recent presentation to the Kansas House of Representatives exposing how character-driven automation can quietly miscollect tax and shift liability to the seller.
The episode also examines the tax tech vendor landscape and the wave of upstarts now competing for marketing budgets. Diane and the team unpack the "done for you" myth, the registration mistakes that put taxpayers at risk, and signs that technology may not always be the complete solution.
Key Takeaways:
● Sales tax technology has come a long way from the Lotus 1-2-3 era, but the gap between what enterprise tax engines do well and what small businesses can practically afford continues to widen as post-Wayfair compliance burdens accumulate.
● Sub-local tax authorities, including Colorado special districts and Kansas jurisdictions that can change block by block, may introduce character-by-character mismatches between addresses and rate tables that shift liability to the seller when the automation miscollects.
● The vendor landscape has shifted from Vertex and Taxware to a crowded field that now includes Sabrix, Avalara, and a wave of newer providers competing on marketing budgets and competitor takedowns, which can make evaluation harder for buyers.
● "Done for you" tax software may create more risk than it removes. Registration mistakes and VDAs pitched on small liability balances may be a sign the seller is solving the wrong problem.
● Base expansion into digital goods and services means even fully digital sellers may pick up new sales tax obligations, and the complexity is unlikely to slow down.
● Proactive SALT advice is available. If companies cannot justify a full-time in-house specialist, outside SALT advisors can help companies mitigate risk.
Guest:
Diane Yetter, Founder, Sales Tax Institute / YETTER Tax
Diane Yetter is a sales tax expert with 41 years of experience in the field, having started as a state auditor in Kansas before moving to in-house and public accounting roles. She founded her own firm 30 years ago and launched the Sales Tax Institute in 1996/1997, and is actively involved in industry organizations and has testified before Congress on sales tax matters.
LinkedIn: https://www.linkedin.com/in/dyetter/
The Sales Tax Institute helps companies, CPA firms, and tax professionals navigate the complexities of sales and use tax through expert‑led training, resources, and insights. SALTovation listeners get an exclusive 10% discount on all training services by using promo code SALTOV10. Learn more and explore our practical tools, live courses, and community by clicking the link here: https://keap.page/xp141/saltovation-podcast.html
Connect:
● Website: https://www.aprio.com/business-tax/state-local-tax-salt-consulting/
● Judy Vorndran on LinkedIn: https://www.linkedin.com/in/judyvorndran/
● Meredith Smith on LinkedIn: https://www.linkedin.com/in/meredith-smith-047aa13/
● Subscribe on your favorite podcast app.
#Aprio #SALT #SALTovation #StateTax #TaxPolicy #AccountforAnything #TaxCompliance #TaxPodcast #SalesTax #TaxTechnology #Wayfair #Automation #Avalara #Vertex #StreamlinedSalesTax #SalesTaxInstitute
Disclaimer: The views, thoughts, and opinions expressed on the SALTovation podcast, including that of all participants, are the speaker's own and do not represent the views, thoughts, and opinions of Aprio or any of its affiliates. The material and information presented on the podcast is for general information purposes only. The “Aprio” name and all forms and abbreviations are the property of its owner and its use does not imply endorsement of or opposition to any specific product or service.
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Disclaimer: The views, thoughts, and opinions expressed on the SALTovation podcast, including that of all participants, are the speaker’s own and do not represent the views, thoughts, and opinions of Aprio or any of its affiliates. The material and information presented on the podcast is for general information purposes only. The “Aprio” name and all forms and abbreviations are the property of its owner and its use does not imply endorsement of or opposition to any specific product or service.
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