How Zamp Reached $5M in Revenue by Q1 2025 Selling Sales Tax Compliance Through Accounting Partners (Interview with Co-Founder and CEO Rohit Bhadange)

Introduction and What Zamp Does

Nathan Latka

0:00Hey folks, my guest today is Rohit Bhadange. He's the co-founder and CEO of Zamp, building the operating system of sales tax for the digital economy. He's previously an investor at Pareto and in private equity, a Forbes 30 under 30 ⁓ representative 2024 in finance. Again, website is Zamp.com vertically integrated sales tax compliance, platform combining agents and legal professionals to cover the full life cycle. Rohit, you ready to take us to the top?

Rohit Bhadange

0:26Absolutely, let's go.

Nathan Latka

0:27It's a mouthful here, it's a mouthful. So is this like for anyone that files taxes or is it specifically for shred financing or what is it?

Sales Tax Explained: Who Zamp Serves

Rohit Bhadange

0:34Yeah, this is specifically for sales tax. So when you think about sales tax, it's the tax that you pay at a transaction level. So if you're at the grocery store and you're buying some apples or some milk or whatever that is, or if you're buying software products or professional services online, we support anybody in software and retail space.

Global Expansion and Why Compliance Matters

Nathan Latka

0:55Okay. Got it. I don't handy written. was just David was just on the show last week. I should have asked him if I knew I would have asked him, but okay. This is great. Should I put you in sort of like the world? mean, paddle does this obviously in the UK because VAT tax is so hard to track. you sort of the same thing, but in the U S

Rohit Bhadange

1:10Exactly. So we initially started with the US only, then we expanded into Canada and now we've rolled out to dozens of different countries globally. I think what we're hearing from our customers is constantly like, hey, you know, and you're seeing this in the world of AI, all these AI companies, they're selling globally from day one. And they want to make sure that, if they're growing really fast, all those dollars are actually going to growth and not paying out liabilities to the government, et cetera. Because a lot of times it's just a pass-through tax that the customer has to pay. And it just comes down to the merchant or the business being able to manage that appropriately to charge the customers at the right time. Most customers know this is coming. It's pretty standard. It doesn't impact conversions at all. What ends up happening though is if you don't pay it, states start coming after you, countries start coming after you. You got the revenue department saying, you missed $100,000 or $200,000 in the state. Now it's compounded over a year or two years, three years, then you're paying P &I. Pretty quickly it's hitting your balance sheet and just not a good place for business to be.

Nathan Latka

2:17Yeah, we're a FinTech. remember that I hate spending time on with our auditors. We self-audit every year just to have a clean history. And the biggest thing was us debating over what business nexus meant and the amount of time we spent debating business nexus to calculate sales tax and franchise tax per state in the U S was fricking insane. And there isn't even a clear answer. It's sort of, it's sort of ambiguous, right?

Rohit Bhadange

2:38100%, I mean when you look at Nexus, even just in the United States, there are some states that count wholesale orders towards your Nexus, some states don't. There's some states that count your marketplace orders like Amazon, Fair, ⁓ Walmart, towards your ⁓ Nexus, while some states don't. Then on top of that, you also have some states that have transaction thresholds, while some states have revenue thresholds. But the revenue, the way that they recognize revenue might be a little bit different. And then you're also looking at players like, hey, are they looking at Nexus in the last 12 months? Is it the last calendar year? And then after you hit Nexus, then it's even that registration process on like, when do you set the registration date? What's the first date? So I think there's a ton of these different nuances. And I think you're right, like companies don't really want to be spending that time doing this themselves in house. What they really want to be doing is like, you know, they don't want to work with just a platform. They want to work with a service that's going to have a platform on as a part of that offering.

Nathan Latka

3:38So tell me more about

Rohit Bhadange

3:38you.

Nathan Latka

3:38that. How do you make money when you sell to David, right? The CPG brand David bars are taking off. How do you make money?

How Zamp Makes Money: Outcome-Based Pricing

Rohit Bhadange

3:44So the way that we charge them is very different, I think, than the typical market used to charge them. People used to charge based on inputs, meaning like, hey, I'm gonna give you a platform, I'm gonna charge you for filings, I'm gonna charge you for registrations, I'm gonna charge you for the integration, et cetera. These are like input models. In the world of AI, we're moving towards outcome-based models. And you're seeing this with companies like Intercom, for example. And what's happening is... customers are paying us based on the amount of liability that we're taking on for them and they're paying us for the outcome of actually getting this done correctly. And if we get it wrong, we cover their penalty. So it's a.

Nathan Latka

4:19Well, so I don't know what that means, Rohit. Give me a real example. Let's say I do $10 million of sales, right? And I want to use Zamp to manage and make sure my whole liability on that is covered. Give me an example. What's my likely liability on 10 million of top-line sales? I'm a CBG brand.

Rohit Bhadange

4:31$10 million of top line sales for a year, you're looking at like, let's say anywhere between five to 10%. So about like 500K to a million. I'd say like probably not a million, probably around 500K is my guess. ⁓

Nathan Latka

4:37Okay. Okay, so I'm signing up to Zamp. You're managing my 500k potential liability. So what are you doing? And how do I know if what you did works or not?

Rohit Bhadange

4:50Yeah, so number one, we calculate ⁓ sales tax at checkout. We do it at like a rooftop level. This is figuring out what is the tax at the state level, the ⁓ local level, the county level, the district level, special district, et cetera. So that's number one. We monitor Nexus. ⁓ for the customers and all the different channels that they're selling into. Once they hit Nexus, we registered for the customer upon their approval. After we register for them, we're filing for them consistently month to month or quarter to quarter, whatever it is in the states that they've hit Nexus in. And then on top of that, if they ever get audited or if they need support there, we're providing them supporting documentation to make sure that they're in a good place. So we provide them that package. And then lastly, any time that a, and this is how you know if you do it right or wrong. ⁓ Typically, like, you know, a few months or after you file taxes, the states, if you've missed filed, will start sending you notices saying, hey, you owe us X amount of money. And that's when you know whether your provider has done it correctly or incorrectly. It won't show up right away in the first month, but it will start showing up within the first year. And for us, like, we manage notices on behalf of our customers too. So net net, like, that's...

What the Average Customer Pays: $10K to $25K a Year

Nathan Latka

6:01Okay, but so how do you charge though then? like if I, what's the average customer paying you per year to manage this sort of liability? I mean, we're talking like 10 grand a year or like a million a year.

Rohit Bhadange

6:08No, I think it depends. Like if you're looking at, you know, a $10 million customer, they're paying us anywhere between like call it 10 to 25 K depending on the size of the business. Because like I said, if this customer is purely in wholesale, like they're just selling in Whole Foods and they're only selling an Amazon. Maybe their liability is a lot less because they're selling in these channels that already manage sales tax for them. But now let's say this business is selling $10 million majority e-commerce. And then let's say some.

Nathan Latka

6:33Okay.

Rohit Bhadange

6:38but it's through wholesale, I don't know, they're in Target, Walmart, whatever, then the picture looks a little bit different because now the customer themselves are responsible for remitting that tax across the different states that they've hit nexus in, not the wholesalers themselves.

Nathan Latka

6:53Okay, I'm with you. but is that, by the way, the example we just used, is that a sort of fair representation of your average customer? It's like 10 to 25K per year on average, something like that.

Rohit Bhadange

7:01Yeah, exactly. It's kind of like a standard. bell curve, I'd say, about like, it's probably in that range typically. We have, I think we're starting to, it's a little bit skewed also because naturally there's always gonna be more merchants at the smaller level, just because of the number of customers that are there. I think if you take that out of it, I'd say like, we're looking probably closer to the higher end of that range between like 15 and 25K. But I think if you kind of look at it from a, know, don't weight it out like that, then yeah, I'd say like between that 10 to 20K range is pretty fair.

Nathan Latka

7:16course. We'll brag a little bit. You have a bell curve. I imagine you have some Pareto principle power laws. Don't obviously name the customer, but do you have a customer that's paying you more than 100 grand per year? Or what's your biggest customer right now?

Biggest Customer: $500K Accounting Partner

Rohit Bhadange

7:42So our biggest customer is paying us 500 grand a year. ⁓

Nathan Latka

7:46Wow, so what is that like 100 million of spend or some sales or something?

White-Label and Partner Channel Strategy

Rohit Bhadange

7:50So it's interesting because like we actually also white label our product to accounting firms. And so our

Nathan Latka

7:55⁓

Rohit Bhadange

7:56about like half of our business comes from accounting partners and that's what validates like us doing it right or wrong, right? Because I think selling to direct customers is great, but once you start selling to these accounting professionals, they're taking and tying every single number, they're wanna make sure how you did these tax determinations, et cetera. And so we've found in the last year, a ton of momentum in this channel relations, both from like a referral motion, but also from like a white label service perspective.

Nathan Latka

8:20this is fascinating. What you have to teach us how you're doing this. Okay, you are not necessarily going direct. You're saying one to many is more efficient for my time. Let me just sell Baker Tilly and then I get access to a thousand clients. Is Baker Tilly paying you directly for their clients or does Baker Tilly allow you to own the end customer relationship?

Rohit Bhadange

8:38So it depends on the partner. Some partners want it to be pure white label where they don't want us to be anywhere, you know, they don't want to brand anywhere close to the customer. Most partners, want to share that's powered by Zamp because we've built a reputation in the industry for being the most accurate, the most compliant, the most product led. I think when you look at others in the industry, they've built a reputation for being a little bit more marketing forward, a little bit more, you know, having the... you know, what is it like the brand recognition per se. And I think that's part of the reason why, because we've over-indexed on the product side, over-indexed on building the workflows, owning the content, owning the data, et cetera. We've built a lot of trust with these accounting partners. So to your point though, it just depends partner to partner. ⁓ For me, it doesn't really matter because now if the customer is coming in direct, plus they're potentially evaluating, you know, let's say with them or Frank Berman or Anshin or whatever, it's a win-win for us either way, because they're either using the accounting partner or they're working with us.

Nathan Latka

9:36So is the 500k ACV that you just told me of your biggest customer, is that an accounting firm paying for a lot of subscriptions underneath or is that like one individual e-comm brand that represents that?

Rohit Bhadange

9:44That is one accounting partner that is paying for, so we don't know how many brands that they're onboarding themselves. We just know like how many states that they need compliance in. And so based on that, need, I mean, they need states in like, they need compliance in over a thousand states. I mean, there's only like, you know, there's only like 47 states, which just kind of applies.

Nathan Latka

10:07was gonna say, no, there's more than 47 states, but then he said, with where this applies, I thought we were gonna get political there. I thought we were gonna get political there for a second. Okay, cool.

Rohit Bhadange

10:11Yeah, yeah, there's four states. There's four states where there's no sales tax and then there's one state like where there is no state level, state level sales tax.

Nathan Latka

10:22Yeah, and we're seeing actually, sorry, we're seeing this a little bit, just I'm trying to reverse engineer how you grew, right? So we're seeing this a little bit in your growth, right? You don't get much direct traffic. looks like it looks like according to Ahrefs at least, most of your traffic or customers are coming through those one to many relationships, the partnerships.

Partner Channel as Primary Growth Driver

Rohit Bhadange

10:36Yeah, I'd say about like half, ⁓ over half of our business, about like half, 50 to 60, 65 % of the business comes through the partner channel, ⁓ which is like what I want. And that's kind what we index towards from the beginning. Because if you look at the best companies in this space, they've built... They've built massive businesses through the accounting relations. Gusto is a great example. Majority of their business comes from that. Bill.com, although it didn't grow as fast as I would want to grow, they still build a majority of their business through the accounting channel. And if you just...

Nathan Latka

10:58100%. Do you pay referral fee? Like, is this an affiliate relationship or no?

Rohit Bhadange

11:11It depends, like some partners will take the referral fee. The majority of partners, just because of conflict of interest, they will just pass down the referral fee as a discount to their customers. And at the end of the day, it's just about providing value to their client base.

Nathan Latka

11:24Yeah, that makes sense. Okay, fascinating. And how many total customers are you serving now today?

Rohit Bhadange

11:28So the way that we look at it is like how many accounting and tax professionals and finance professionals are on the platform. Like right now, I think we're almost close to 1500, give or take. And I think, like I said, a big portion that has come from deeper penetration through the channel motion. And again, like the channel motion only works if your product actually works. And so actually it's funny, like we have the saying internally, like we have our sales tax product that actually works.

Nathan Latka

11:38Okay. That's hard. That's that's a big thing to say. This is a tough space to be in. It's usually a bunch of unsexy software with broken integrations. So that makes sense. Now I'm going to you on the spot here for a second, but I want to just give you credit for what you've built. If I take your ACV of 10 K, the low end multiplied times that 1500 customer account number you just gave me, can I do that math? I mean, that would put you at like 10, 15 million of ARR or is that math wrong?

Rohit Bhadange

12:14No, I think you're pretty close. ⁓ I think for us it's...

Nathan Latka

12:17Okay.

Rohit Bhadange

12:20For me, like the thing that I'm most indexed on is like, how much are we, what's our monthly ARR growth? And I think if you look at the last six months, our revenue is growing, what, like five to six X on a monthly basis. And it predominantly is driven by these like accounting firms. So I think the way that I'd probably look at it, if I were you, is look at how much tax is being remitted by a group like us and like, what is the accuracy rate on the tax being remitted? And if you look at like what those numbers look like, probably best in class, which is like 400 million, 99.97 % accuracy. The reason I look at those is because...

Nathan Latka

12:52Just to be clear, sorry, Rohit, so 400 million of total tax remittance process through your platform in 2025.

Rohit Bhadange

12:59No, since inception, since in the last three years. Yeah, exactly. And the reason we look at that is because I think at the end of the day, you only get pricing power if you're creating value. And I think there's a lot of people in our space that are either pricing things way too...

Nathan Latka

13:01Okay. Okay. So 2023 was launch day.

Rohit Bhadange

13:19way too aggressively on the lower end or they're pricing it way too high. You you've got companies that are charging like per basis points. So I think sales tax remitted is probably the most standalone way to see how do we compare apples to apples versus any other business in our industry right now.

Nathan Latka

13:33Interesting. Okay. Tell me a little bit about the launch story. So you, are you the engineer? Did you write the first line of code in 2023?

Founding Team and Key Hires

Rohit Bhadange

13:39No, I'm not. I'm not the engineer. ⁓ We have a great ⁓ VP of technology. His name is Justin Cypert. He's been with us from the very beginning. He built out TaxJar's, a majority of TaxJar systems. He was one of the first few engineers there. TaxJar was a self-serve product predominantly built for the e-commerce merchants. ⁓ And then they kind of took off, grew from like four to 50 million over like, you know, about like four or five years, sold to Stripe. ⁓ And then I ended up bringing them on.

Nathan Latka

14:06Do you know what Stripe paid? You have a guess?

Rohit Bhadange

14:09Yeah, I think they paid between like, you know, 800 to 800 million to a billion dollars.

Nathan Latka

14:14So your buddy got really rich on that. How'd you recruit him?

Rohit Bhadange

14:17⁓ Well, at the end of the day, feel like the people that we have, they believe that there's a better way, which is we believe that customers shouldn't just be given a platform. They need a fully managed service to be able to drive the right outcomes that they're looking for. And I think that's the fundamental belief is number one. Number two, I think the other belief is Can we, can we create managed services that are accessible to SMB mid market using AI agents and tax professionals? And I think those two things from a technology perspective are super interesting because historically a lot of what people have done is just throwing bodies at the problem. Like they'll have some pieces that are automated, like calculations and maybe filing, but the hardest problems like managing the compliance notices and supporting on audits, being able to help with registrations, being able to do onboarding white glove for the customer. That stuff was historically reserved for enterprise businesses. And so now you throw this at a guy who's like very technologically charged, very interested in being at the cutting edge of what's going on, he's going to figure out how to pair these AI agents with the capabilities and the tax knowledge he has to be able to deliver a great product. And that's part of the reason why I think as a company we're just super product led is because if your product isn't good, then the holes are going to start to show pretty quickly.

Nathan Latka

15:29So how many people would you consider there's like co-founding, founding team? Just two people, one, five?

Rohit Bhadange

15:34I'd say there was three people in our core founding team. It's myself, ⁓ there's Cleet Wirtz who was our COO, and then there's Edward Lando who's ⁓ somebody that I've helped start a number of companies with, invested in for a long time. ⁓ good colleague. So these are of the core group, I'd say. And then we have like a founding team beyond that, which is Justin was a part of that. There's somebody else named Nicole Power. She used to be a tax charge. She was an auditor for about 20 years, been in the space for a long time. She worked at Intuit, you know, all that stuff. She runs our filing and compliance teams. And then we also brought on Matt Gratton. Matt Gratton was, he was the guy who helped build out the e-commerce business at Avalara. ⁓ Took that business, you know, up to like a few hundred million in revenue. They, Avalara IPO'd, then he went to TaxJar, built that revenue team from, you know, a couple million to 50 million, exited it, and now he's working with us and running our revenue team.

Nathan Latka

16:31And then fast forward now to today, how many full-time folks?

Headcount Flat While Revenue Grows: AI Leverage in Compliance

Rohit Bhadange

16:34Now we have about, about 70 people ballpark. ⁓ and I think for me it's interesting because that number, about a third of them. think that the, interesting thing on that piece though, is that like our, our number has stayed relatively flat for the last, I'd say the last six to 12 months. And the reason is because.

Nathan Latka

16:36Okay. wait, hold on, how many are engineers? That's out of trend. It should be going down, right? That's the trend these days, right? Less people, more revenue, higher revenue per employee, more agents.

Rohit Bhadange

16:59Well, no, I think you're right. We're hitting that though, right? think it's revenue per employees going up, more agents, which is why think when you look at another metric I look at is like, what is the compliance leverage we're getting? At the end of the day, we're providing a service to the customer, a managed service to the customer. Then the question I want to be asking is, much output am I getting per person in like an SME function? And I think for us, like one person is now doing the work of 12. And that's just in the last 15 months. I think that number can get to a hundred by the end of the year. And so when you start thinking about real leverage, you can still provide that managed service that, you know, EY, Deloitte, KPMG are providing to these like enterprise companies without having to sacrifice that service element of it. And that's what you're seeing with companies like Avalara, for example, got backed by Vista and they took away the one thing that matters to customers the most, which is the service. Customers don't understand.

Nathan Latka

17:49Well, this has got to cut costs. They put too much debt on the business. I Avalara is a very stressed credit right now when you study the public trade of BDC. So I think it's more likely you buy them than they buy you. Let's just put it that way.

Rohit Bhadange

18:00⁓ Hey, listen, they're one of my favorite competitors. ⁓ As long as they keep doing what they're doing, we're going to keep doing what we're doing and taking some share from them.

Nathan Latka

18:11Yeah. Well, hey, so cool. So we understand the team, we understand sort of ACV pricing product a little bit, give us sort of the growth story on how you capitalize this business. Did you raise a seed where you're at today or have you bootstrapped?

Funding History: $4M Pre-Seed to $30M Raised

Rohit Bhadange

18:22No, we've raised $30 million to date. A few of the partners that we brought on, Valor Equity Partners, ⁓ brought on Accru Capital, ⁓ Thomson Reuters.

Nathan Latka

18:30Give me the timing. So what year was the seed and how much, what was the series A, C, B?

Rohit Bhadange

18:33Yeah, so we raised an initial round, call it a pre-seed, $4 million end of 2022, early 2023. Then we went out last year, Valor led our seed round and that was, call it, sorry, not last year, mid 2024, I'd say. And then last year we closed a round led by Accru Capital bringing total funding to 30 million. And that was with Accru Capital and then Thomson Reuters Ventures participated. And then we brought on a bunch of different angels like the founder of Rippling, founder of OpenGov, SVP of engineering at Yelp, ex mayor of DC, folks like that. ⁓ And then a of accounting partners.

Nathan Latka

19:09Quite a collection. That's quite a cocktail party right there. So just to make sure I understand. So the 4 million pre seed, the seed was for 5 million in 2024.

Rohit Bhadange

19:18It was for nine and a half million.

Nathan Latka

19:21Okay, then the rest was 2025. It was like 17 million raise last year, something like that. Interesting. What are the markets like? Everyone's complaining, hey, valuations are compressed from 2021, like how do I get a 40X multiple again? You just raised, I mean, are you comfortable sort of seeing or sharing what you saw on the market?

Rohit Bhadange

19:23Exactly. Yeah, yeah, exactly. Yeah, I'd say from a valuation perspective, it's just all relative. It's not a question of what valuation you want to raise for. The question is how big is your idea and how much can agents potentially disrupt this idea? What is your moat in the market right now? What does that look like from a growth and engineering velocity perspective? I think if you can answer those few questions, then you're a great spot. Where I think a lot of people make the mistake is they just, their ideas aren't big enough. They're not thinking big enough. And they're not thinking in terms of engineering and growth velocity. If you can think in those two vectors, that's really all that matters. And everything else is just proof in the pudding. But

Nathan Latka

20:17Talk like you've done this before. I'm going to come back to your background here in a second, because I think there's probably some good stories there. But before we do that, so can you, can you share more about the revenue growth story? Are you comfortable sharing what year you passed a million of revenue?

Revenue Milestones: $1M in 2023, $5M in Q1 2025

Rohit Bhadange

20:28Yeah, so we passed a million of revenue within six months of being live. ⁓ Yeah, and a big part of that was because we spent about a year just building out the product and a lot of our investors were like, no, just go faster, push it out, just get it out there. And I think compliance is one of those spaces where it's a little bit unforgiving, especially for trying to...

Nathan Latka

20:32wow. So, all right, what was that build period? So 2020, when was the first line of code?

Rohit Bhadange

20:50So first line of code was, let's say like mid 2022, like August, 2022.

Nathan Latka

20:55Okay, so first customer in 2023 and you also broke a million of ARR in 2023. Okay, very cool. Very cool. Okay, and then are you comfortable sharing when you broke 5 million? Was that last year?

Rohit Bhadange

20:59Exactly. Yep. Yeah, we broke five million at the beginning, like the beginning of last year, like Q1 or something like that. Yeah.

Nathan Latka

21:10Okay, very cool. Super cool. And now you're growing five to 6 % month over month. I mean, do think you can break 15 million of ARR by December this year?

Rohit Bhadange

21:19Yeah, so we're, think since, like I said, in the last six months, we've grown about five to six X and I think from...

Nathan Latka

21:25Well, five to 6 % month over month, right?

Rohit Bhadange

21:26Uh, I'd like, so we've grown what, like five to six X on a monthly basis in the last six months, you're looking at, you know, probably like 25 to 50 % compounded. I'd have to do the math, but something like that.

Nathan Latka

21:27That's different than 5 to 6X. Yes, right. When you say five to six X growth month over month, that's like crazy growth. You mean five to 6 % month over month growth, right?

Monthly ARR Growth Clarified

Rohit Bhadange

21:46No, no, no, I mean like the monthly ARR that we're adding every month is now 6X what it was six months ago.

Nathan Latka

21:54got it, got it, got it. Okay, different metric, but still powerful. Yeah, if you were going five, if you were five X-ing your revenue every month, that obviously is insane.

Rohit Bhadange

21:56Not total, yeah, not total ARR. Yeah. No, no, no, no, no, I wish that was the case. Although sometimes I think we need to catch up on the product side to get there. but yeah, I, I think we're doing a great job. Continue to push in the market.

Nathan Latka

22:13Very cool. Okay, just as we wrap up here last two minutes, give me your background. sounds like you've done that. I mean, you talk like someone that's done this before.

Founder Background and Operator Philosophy

Rohit Bhadange

22:19Yeah, so my background is I grew up in Michigan, started my career on the investing side, did, you know, was in... Investment banking, private equity, venture. I helped start a bunch of different businesses with Edward Lando. And I think from that, I ended up learning a bunch in terms of how to hire people, what to care about, how we should be optimizing for qualitative metrics versus like, ⁓ I mean, quantitative metrics versus like qualitative outcomes, things like that. Plus I just ended up surrounding myself with operators that have done it before. If you look at every single person on my executive team and just my senior leadership team, these are, these aren't, you know, fresh out of college people or people that have been there for like a couple of years. These are all people. that have at least exited one company, if not more. And for me that matters because now I'm getting real leverage and I'm learning from them too. It's like a bi-directional relationship. So I over-indexed on that. And then number two, I also just over-indexed on bringing on great advisors early. That can kind of help me think through the right thought processes and just make sure like, am I asking myself the right questions? ⁓ And sometimes those leading questions can get us to the right answers. So.

GMV, Data Assets, and Future Opportunities

Nathan Latka

23:20Last last question. I'm just curious that you know you're building agents. Obviously I talked about that. You also sit on a lot of data. Would you know what the total annual GMV is that you sit on right now across all your connected customer accounts?

Rohit Bhadange

23:30Mmm, it's in the billions. I would have to get back to you exactly how much the GMV is.

Nathan Latka

23:36The reason I ask is like, you're in a very good position to launch a lending product, right? You sit on all the data, you can underwrite these businesses. I'd love to figure out a way to partner with you. I Founder Path is a debt fund. We're already doing these deals and we're doing these same sorts of integrations. Why not? Why not let us give you a 50 million warehouse facility and test some, test some loans.

Rohit Bhadange

23:53Yeah, mean, see, at the end of the day for me, it just comes down to how can we provide value to our customers? If this is the way to provide value, like I'm all for it. And I think one of the things that we're trying to figure out is, you know, there's a lot of companies in our space that are... they're competing at the commodity level. They're thinking, how do I make a better sales tax product? I'm not really thinking about that. I'm thinking, yeah, sales tax is where we start, but how can we create more value for these accountants and these tax professionals? And so if this is that kind of vector, we should definitely explore it. And I think that's something that we're keenly trying to stay close with customers about.

Nathan Latka

24:21Interesting. Alright Rohit, people want to follow your story online, where can they find you?

Rohit Bhadange

24:27You can find me on LinkedIn, ⁓ Rohit Bhadange, ⁓ or you can find me on Twitter, probably a little bit more quiet there than the other tech people, but my Twitter handle is salestaxCEO.

Nathan Latka

24:38What'd you pay for the domain, by the way?

Rohit Bhadange

24:40⁓ So fun, fun story. we actually, Ed and I had, you know, call it like a dozen different four letter domains.

Nathan Latka

24:50This is some shitty old company that failed, but you kept the domain, isn't it?

Rohit Bhadange

24:53No, no, no, we never use this domain and we did not use this domain. And actually it's funny because if you look at, if you look up Zamp, there's a bunch of Zamps without the dotcoms. There's like Zamp.ai. And I think there was this assumption that Zamp.com would never go online. And then, you know, we ended up going online and it's just funny. Like there's another company.

Nathan Latka

24:56Okay. Yeah. It's a great domain, that's why I was gonna sneak that in at the end, it's a killer domain. All right guys, there you, guys there you have it, Rohit Zamp.com, the last sales tax service you ever need. First line of code 2022, launched in 2023, hit a million of ARR.

Rohit Bhadange

25:14Yeah, we tested out a bunch of different ones. This one hit the best.

Nathan Latka

25:26within six months, three co-founders, four million pre-seed back then. Valor came on, seed nine million in 2024 and then 2025, got a nice, it 17 million series, A done, know, five million of revenue early in the year. Now north of 10 million bucks of revenue, hoping to scale maybe break 15 or 20 this year, growing five to 6 % month over month. Largest customer already paying 500 grand per year, clear enterprise motion here, but a lot of the growth is coming from selling through white label partners. Specifically, he wants to do everything in his power to create more value for accountants so they can serve their customers. Better right now. He just happens to sort of be in the tax spaced 70 FTEs, 400 million of total tax remitted through their platform since founding 25 engineers as they launched their first agents to get more work done. Rohit, thanks for taking us to the top.

Rohit Bhadange

26:07Thanks, Nathan. I appreciate you. Thanks for having me.