During the conference webcast, the leader of the sales tax software also talked about the goal of being the global platform for compliance. Intriguingly, he also said, “It could be payroll someday” without providing any further comment on what that meant. The development work to head upstream includes starting to develop the “custom complex rules, which will allow us to move into the enterprise space,” he noted. Generally, McFarlane pictured a concerted move towards enterprise depends on the readiness of large organizations to adopt Avalara’s technology. “They will get around to wanting to deal with us. They will get around to the cloud solution,” McFarlane said. To reach those customers, Avalara will continue to rely on partners. That means developing even strong relationships “than  we already have with the Big Four,” he said.