2014 Trends of ERP Cloud Computing LIVE Webcast

Speaker Firms and Organization:
Acumatica
Jon Roskill
Chief Executive Officer
LANDFALL Solutions
Mark A. Solberg, CPA
President
Ernst & Young U.S. LLP
Kevin Ma
Cloud Computing Tax Resident, International Tax Services
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Presented By:
May 29, 2014
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Partner Firms:

May 29, 2014
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Partner Firms:
May 29, 2014
6
Acumatica is a leading provider of cloud business management software
that empowers small and mid-size businesses to unlock their potential and
drive growth. Built on the world’s best cloud and mobile technology and a
unique customer-centric licensing model, Acumatica delivers a suite of fully
integrated business management applications such as Financials,
Distribution, CRM and Project Accounting, powered by a robust and flexible
platform. In an interconnected world, Acumatica enables customers to take
full control of their business; to play to their strengths, since every business
is unique; and to empower their people by going wherever their people go,
on any device.
Navigating Your Business Systems for Over 25 Years
Since 1987, LANDFALL Solutions, LLC. (LANDFALL) has been providing
accounting and business technology solutions to small to mid-sized
companies as well as large multination companies with complex
requirements. LANDFALL is an Acumatica Gold Certified Partner and
Microsoft Silver Certified Partner. LANDFALL is also an Independent
Software Vender (ISV) and offers its own suite of productivity applications
designed to extend the reach of Accounting and ERP and to simplify content
and process management unique to your company.
LANDFALL offers its customers complete guidance to implement a more
stable and efficient business information system. We don’t just sell software
or canned solutions. We bring real, practical value to our customers by
understanding and analyzing their business needs so that we can provide a
technology solution to help our customers leverage the full value of their
investment.

Partner Firms:
May 29, 2014
7
EY is a global leader in assurance, tax, transaction and advisory services.
The insights and quality services we deliver help build trust and confidence
in the capital markets and in economies the world over. We develop
outstanding leaders who team to deliver on our promises to all of our
stakeholders. In so doing, we play a critical role in building a better working
world for our people, for our clients and for our communities.
For more information about our organization, please visit ey.com.

Brief Speaker Bios:
Jon Roskill
CEO Jon Roskill, former Channel Chief at Microsoft, has 25 years of leadership experience in the software business. His 20-year
career at Microsoft included stints in product development, sales, and marketing.
Jon’s most recent position at Microsoft was Corporate Vice President, Worldwide Partner Group (WPG) where he led a global sales
and marketing team comprised of more than 5,000 employees serving a community of more than 640,000 partners. In this position,
Jon was responsible for Microsoft’s worldwide channel strategy for the company’s commercial products and cloud offerings.
May 29, 2014
8
Mark Solberg founded LANDFALL Solutions, LLC and has been helping clients navigate their business technology challenges for over
25 years. Mark is a CPA and holds a Bachelor of Science in Accounting from Indiana University.
Previously Mark was an instructor for Dynamics SL Financials and FRx training courses, a Microsoft Certified Instructor on Visual
Basic and an award winning faculty member of the Illinois CPA Society in the area of technology.
Mark’s extensive experiences with business, technology, accounting and development provide clients with a powerful knowledge
source.
Mark’s passion is to share knowledge and make every client smarter about the tools that they use in their businesses.

Brief Speaker Bios:
Kevin Ma
Kevin Ma is an international tax professional with Ernst & Young LLP based in Irvine, California. He is also the firm’s Global Cloud
Computing Tax Resident.
Kevin works with the firm’s largest and most innovative technology clients and client teams in addressing the unique tax issues facing
this industry, covering all areas of taxation, including indirect tax, transfer pricing, international tax and global compliance and
reporting. Kevin works with EY’s global network of firms across more than 150 countries to address emerging and known client issues.
May 29, 2014
9
► For more information about the speakers, you can visit: http://theknowledgegroup.org/event_name/2014-trends-of-erp-cloud-computing-live-webcast/

The Knowledge Group is producing a live webcast, 2014 Trends of ERP Cloud Computing
LIVE Webcast, to help companies’ security officers and other professionals better manage
ERP cloud computing. This interactive course will provide crucial information regarding the
dos and don’ts of ERP cloud computing for 2014 and beyond.
Key issues that will be covered in this course are:
• ERP cloud computing adoption: an overview
• Latest trends of ERP cloud computing
• Establishing an effective ERP cloud computing model
• Regulatory issues and best practices
• Tax updates and best practices
• Up-to-the-minute regulatory updates
May 29, 2014
10

Featured Speakers:
May 29, 2014
11
SEGMENT 1:
Jon Roskill
Acumatica
SEGMENT 2:
President
LANDFALL Solutions
SEGMENT 3:
Kevin Ma
Cloud Computing Tax Resident,
International Tax Services

Introduction
CEO Jon Roskill, former Channel Chief at Microsoft, has 25 years of leadership experience in the software business. His 20-year career at
Microsoft included stints in product development, sales, and marketing.
Jon’s most recent position at Microsoft was Corporate Vice President, Worldwide Partner Group (WPG) where he led a global sales and
marketing team comprised of more than 5,000 employees serving a community of more than 640,000 partners. In this position, Jon was
responsible for Microsoft’s worldwide channel strategy for the company’s commercial products and cloud offerings.
Prior to his position as Corporate Vice President, Jon was also the General Manager – Server & Developer Tools Division — where he led a
team responsible for product management and product marketing. At one time, he also ran all business operations, strategy, and marketing
for Microsoft US, boasting more than $20 billion in sales.
Jon lives in the Seattle area with his wife and two daughters. He is active in the non-profit world, serving on the national Board of Governors
of the Boys & Girls Clubs that is responsible for 4,000 clubs and millions of children. In his free time, Jon enjoys sports and music.
He holds a Bachelor of Applied Science, Computer Engineering, from University of Massachusetts, Amherst, and an MBA from Boston
University.
May 29, 2014
12
SEGMENT 1:
Jon Roskill
Acumatica

Cloud ERP: Trends that Matter
Jon Roskill, CEO, Acumatica

Who is this guy?
14
• 25-year IT business leader
• A numbers guy, customer
obsessed
• Tried to retire, Cloud ERP
too exciting

The Evolution of ERP
15
Easy to integrate &
extensible platform
Multiple Screen Sizes
Private and
public cloud
Flexible deployment
and pricing model
Pay for what you use
2010
Cloud ERP
Difficult to
customize
Vendor and data
lock-in and price
increases
Lack of integration
with on-premise
systems
Native Web
based interface
2000
WebBased
Expensive custom
development
Clunky user-
interface
Limited features
and functionality
Expensive to
maintain, difficult
to upgrade
1980
MS-DOS
Expensive custom
development
Chained to desktop
Hard to collaborate
with partners &
customers
Does not support
statelessness
1990
Client/Server
That was yesterday

Right now…
16
Cloud is powering real-time data via mobile, driving
quicker, better business decisions.
ERP is on the move…

ERP — Trending to Cloud
17
47% of organizations
plan to move their core ERP
systems to the cloud within
five years.*
30% of respondents
plan to keep the majority of
their ERP systems on-premises
for the foreseeable future.*
* Gartner, 2013

TRENDS that matter in Cloud ERP
18
Device, UX, and
Convenience is
the Driver
1

19
BYOD has led
to BYO-A…the
Business User
is King
2

20
Two-Tier ERP
Deployments
3

21
Productivity &
Collaboration
4

22
Security, security, security
5

5 Tips when considering Cloud ERP
23
• Convenience is the DRIVER: Select devices that work with a
variety of technologies
• The Business User is KING: Talk with your people about how
they want to use the software and truly understand the tools they
are using today
• Two-Tier ERP: Insist on standards-based integration and a
strong non-proprietary automation platform with deployment
flexibility
• Productivity: Make productivity a forethought, not an
afterthought. Think about how your ERP system will be a good
collaborative member of your team.
• Security: Keep an eye on the big stories on security like
Heartbleed and NSA access, but remember, the biggest threat
lies inside your firewall.

OEM partners:
The Right Choice for SMBs and
Mid-Market Businesses
No ERP* Simple Moderate High
What’s the right decision for mid-market businesses?
24

Acumatica at a glance
Seattle, WA:
Global HQ
McLean, VA:
Sales & Support
Moscow, Russia:
Engineering
Singapore:
Regional
HQ
Owned by founders and institutional
investor Almaz Capital and Visma, a
KKR company
John Howell
Serguei Beloussov
Mike Chtchelkonogov
100+
2013Partnerchannel
growth
2013Customerbase
growth
2013Billedrevenue
growth
+200%
+250%
+350%
The fastest-growing Cloud ERP company
25

Thank You
Jon Roskill, CEO
jon@acumatica.com

Introduction
Mark Solberg founded LANDFALL Solutions, LLC and has been helping clients navigate their business technology
challenges for over 25 years. Mark is a CPA and holds a Bachelor of Science in Accounting from Indiana University.
Previously Mark was an instructor for Dynamics SL Financials and FRx training courses, a Microsoft Certified Instructor on
Visual Basic and an award winning faculty member of the Illinois CPA Society in the area of technology
Mark’s extensive experiences with business, technology, accounting and development provide clients with a powerful
knowledge source.
Mark’s passion is to share knowledge and make every client smarter about the tools that they use in their businesses.
May 29, 2014
27
SEGMENT 2:
President
LANDFALL Solutions

Agenda
(Slide 1)
1. Moving from Accounting to Enterprise
Resource Planning (ERP)
2. The Future of ERP Architecture – Extend the
Reach…
3. Risk Management – Environments, Security,
Implementing ERP
4. Developing Your Roadmap…
5. Your Future Initiatives – When to Move and
How

Moving from Accounting to ERP
(Slide 2)
1. Historical Needs
• General Ledger, Accounts Receivable, Accounts
Payable
2. Enterprise Resource Planning (ERP)
• Consider Future Needs and Opportunities
• Extend the Reach of Data Throughout Your
Enterprise
• Are You Good to do Business With?
• Can an ERP Solution Help You Beat the
Competition?

The Future of ERP Architecture
“Extend the Reach” (Slide 3)
1. Historical Applications
• Client Server and Multiple Tier Applications
• Client Workstation Oriented
2. Extend the Reach of Data
• Throughout Your Enterprise
• To Your Clients, Vendors, Trading Partners
3. Deploy Integrations with:
• Applications
• Websites
• Trading Partners
• Mobile Applications

The Future of ERP Architecture
(Slide 4)
1. Browser Based Applications
• Device Independent
2. Mix of Deployment Methods
• On Site
• Hosted
• Cloud
3. Web Services - The Future of Integrations
4. Mobile Applications

The Evolution of Accounting to ERP
(Slide 5)
1. Lessons Learned – Find the Fit
2. Multi-Tier Deployments
3. Enterprise First Concepts:
• Add Functionality that Exploits New
Opportunities First
• Preserve Existing Accounting Process and
Upgrade Accounting Second

Risk Management
Environments, Security, Implementing ERP(Slide 6)
1. Environments – A Mix of Solutions
• Traditional On Site Implementation
• Hosted on Private Servers
• Cloud Hosting
2. What’s right for you?
• What are the Pros and Cons
• Does Hosting/Cloud introduce, or Mitigate
Risk?

Risk Management
Environments, Security, Implementing ERP (Slide 7)
1. Corporate Security & Governance
2. Data and Application:
• Security
• Custody
• Version Control
3. Hosted Concepts
4. Cloud Concepts
5. What’s right for you?

Corporate Security & Governance
(Slide 8)
1. Sarbanes Oxley
2. SSAE16 Formerly SAS70
3. Secure Connections
• – SSL Certificates – HTTPS
4. Custody of Data and Applications
5. What are Your Requirements?
6. Developing your Roadmap…

Developing Your Roadmap…
(Slide 9)
1. Know Your Challenges
2. Consider Your Strategy
3. Start Building Detailed Requirements
4. Make Your ERP a Consistent Ongoing Effort
5. Study Methods of Implementing:
• Traditional Implementation
• Two Tier Implementations
• Enterprise First Implementation

Your Future Initiatives
When to Move and How (Slide 10)
2. Traditional Implementation Model
• Financials First
• ERP Second
3. Two Tier Examples – Differentiate Between:
• Home Office
• Field Offices, Branches, Divisions
4. Enterprise First Implementation
• Impact the Enterprise First
• Then Accounting Second

Integration Acumatica Environment
Master Data Files:
General Ledger:
- Chart of Accounts
- Sub Account
Accounts Payable:
- Vendors
Acumatica Web Services
Integration Scenarios
Enterprise First Overview
(Slide 11)
Integration Builder
for Dynamics SL
Transaction Processing
Requisitions & PO
Employee Portal
Inventory
Sales Order Processing
CRM & Support Cases

Summary
(Slide 13)
1. ERP is Much More than Accounting
2. Extend the Reach with ERP Modern
Applications
3. Risk Management – Study and Take
Control
5. Plan Your Future Initiatives - When to
Move and How

May 29, 2014
41
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Introduction
Kevin Ma is an international tax professional with Ernst & Young LLP based in Irvine, California. He is also the firm’s Global
Cloud Computing Tax Resident.
Kevin works with the firm’s largest and most innovative technology clients and client teams in addressing the unique tax
issues facing this industry, covering all areas of taxation, including indirect tax, transfer pricing, international tax and global
compliance and reporting. Kevin works with EY’s global network of firms across more than 150 countries to address
emerging and known client issues.
Kevin has spoken at a number of venues, including the Tax Executive Institute and Bloomberg BNA CITE, and has co-
authored numerous technical articles and thought leadership pieces in the area of cloud computing. He is also the global
editor responsible for producing EY’s Worldwide cloud computing tax guide.
Kevin is a certified public accountant with a BS in Accountancy and a Master of Science in Taxation from the University of
Southern California.
May 29, 2014
44
SEGMENT 3:
Kevin Ma

Agenda
► Objective: to understand why taxes play an important
factor in a cloud ERP arrangement
► Topics to be covered:
► Taxing authority viewpoint
► Tax considerations
► Withholding taxes
► Sales and use taxes
► Value-added taxes (VAT)
► Leading practices

Tax concerns for ERP cloud consumers
► What jurisdiction has the right to tax (e.g., federal, state,
provincial and/or municipal)?
► Is the transaction taxable? If so, what type of tax applies?
► Who is responsible for tax collection, compliance and
reporting? What is the penalty for noncompliance?
$ taxes

Current tax environment
► Tax laws have not kept pace with the evolution of technology and new
business models
► Focus by the Organisation for Economic Co-operation and
Development (OECD) to address the tax challenges of the digital
economy
► Final report expected September 2014
► Many jurisdictions and policy makers focused on the taxation of the
digital economy (e.g., European Union, United States, Australia)
► Taxpayers and policy makers desire more certainty
► The Tax environment is shifting (e.g., media involvement, active policy
discussion, corporate involvement)

The common types of taxes that affect ERP
cloud consumers
► Withholding taxes
► Requirement for a payer of income to withhold taxes and remit
such taxes to the local government on behalf of the recipient. Most
commonly seen in cross-border transactions.
► Sales and use taxes
► A type of consumption tax that places a tax on most goods and
certain taxable services. Most states in the US have a sales and
use tax regime.
► Value-added taxes
► A type of consumption tax that imposes tax at each stage of
production. Over 140 countries worldwide have a VAT/GST
system.
► The only OECD member nation without VAT is the US

Threshold inquiry - payment characterization and
sourcing
► Characterization
► Sale
► Lease/rent
► Royalty
► Services
► Other considerations
► Bifurcated income
streams
► Sourcing/place of performance
► Location of performance
► Entity that performs
► Man versus machine
paradigm

Withholding taxes
► Commonly considered in cross-border transactions
► Payment characterization and sourcing
► Domestic withholding tax requirements
► Application of an income tax treaty
► Compliance responsibility and documentation
US
Company
Foreign
Company
Border
$$

Sales and use taxes
► Payment characterization
► Tangible goods and taxable services
► Payment sourcing
► Location of the consumer
► Multiple locations
► Party responsible to collect, remit and report sales and use
taxes
► Cloud vendor state nexus
► Cloud consumer’s obligation to self-assess
► Application and rates vary by state within the US

Value-added taxes
► Electronically supplied services
► Business to business (B2B) vs. business to consumer (B2C)
► Reverse charging
► Party responsible for collection and compliance
► Varied rates in the European Union and rest of world
► VAT registration required for B2C supplies in the EU,
Switzerland, Norway, Iceland, South Africa and the Bahamas
► Physical presence may not be required to have a VAT
obligation

Contracting model example
Cloud services
U.S.
Customer
U.S.
contracting
entity
U.S.
Customer
Contract
Contract Model 1
Contract Model 2
Non-U.S.
principal
servicesService
center
Considerations:
► Who is contractually involved — a US or foreign? Business or
individual?
► Is the transaction subject to tax? Where?
► Which party is responsible for tax reporting and compliance?

Evaluation process
Assess
►Assess legal and “physical” flow of cloud transactions
►Assess character of income, tax presence and nexus
issues
►Evaluate contracts to understand tax responsibilities
Implement ►Document intended tax treatment of cloud arrangements
►Outline core compliance plan
Monitor ►Monitor relevant legislation and technical developments
►Evaluate internal business models

Leading practices
► Involve tax from the beginning
► Gather the facts
► Establish clear agreements
► Account for tax in the pricing of
products and services
► Develop policies and controls
► Track and maintain documentation
Cloud
computing
models
IT
infrastructure
Customer
contracts
Controversy
management
Compliance
and reporting
IT
Corporate governance
Legal Tax

EY’s worldwide cloud computing tax guide
 Go to ey.com/cloudtaxguide or download from the iTunes store under
the “EY global tax guides” app
 Based on the results of a global survey, the guide contains content for
more than 90 jurisdictions and will be expanded to cover more than
100 jurisdictions.
 The guide covers three different business arrangements:
 Commissioned agent arrangement
 Commissionaire arrangement
 Buy-sell arrangement
 The areas of taxation explored are:
 Payment characterization
 Withholding taxes
 Permanent establishment
 Value-added taxes

► You may ask a question at anytime throughout the presentation today. Simply click on the question mark icon located on the floating tool bar on the bottom right side of your screen. Type
your question in the box that appears and click send.
► Questions will be answered in the order they are received.
Q&A:
May 29, 2014
57
SEGMENT 1:
Jon Roskill
Acumatica
SEGMENT 2:
President
LANDFALL Solutions
SEGMENT 3:
Kevin Ma

May 29, 2014
58
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