Tax planning for business expansion in the U.S.: Best practices for Indian startups in 2024

Expanding into the U.S. market presents significant opportunities for Indian startups, but also entails dealing with complex challenges that demand careful consideration. A 2022 survey by Alaris Global highlighted the aspirations of Indian startups, with 76% of 1,000 surveyed Indian startups expressing a keen interest in venturing into the U.S. market. Despite this eagerness, a significant 72.6% of these startups encounter several hurdles when attempting to launch their business in the U.S. These challenges range from establishing effective sales management partnerships to navigating local tax regulations. Let’s explore how Indian startups can enhance their tax compliance strategy while preparing to expand into U.S. markets.

When planning an expansion internationally, especially into a market as dynamic as the U.S., Indian startups need to be mindful of the potential tax implications. One critical aspect to consider is the difference between India’s Goods and Services Tax (GST) system and U.S. sales and use tax.

Essentially, GST operates at every step of the supply chain in India, having a flat category rate for transactions, while U.S. sales and use tax is a one-time charge at the point of purchase, with regulations varying across states and localities, making compliance challenging.

Because they are dealing with a notoriously complicated tax system, Indian startups need to approach expansion plans with a well-rounded market entry plan. The first step to dealing with U.S. sales and use tax is understanding how it works. This can be done with an in-depth exploration of key sales tax considerations.

Indian startups entering the U.S. must navigate both federal and state tax obligations. Federal tax laws encompass corporate and individual income taxes, while state tax laws cover various taxes such as income, sales, and property taxes. Understanding and complying with these obligations is essential for startups to operate legally and avoid penalties.

An appropriate entity structure is crucial for legal compliance and liability protection. However, Indian startup businesses must also consider the tax implications associated with their chosen structure to avoid additional compliance costs or increased tax liabilities. It’s important to assess opportunities to mitigate direct and indirect tax liabilities while enhancing investment opportunities and facilitating efficient exit strategies.

Compliance with U.S. tax laws requires adherence to specific filing requirements, including deadlines and forms to be submitted. It’s important to note that tax filing requirements might differ by industry. For instance, technology startups might have different tax obligations compared to healthcare or manufacturing startups. Startups must be aware of these requirements to ensure timely and accurate filing, in turn avoiding potential penalties and taking advantage of available incentives.

The legal entity structure determines two important considerations: how profits can be repatriated and the associated withholding tax and reporting requirements. It is also important to keep a check on tax treaties between the U.S. and India to optimise profit repatriation while complying with tax regulations.

Significant developments in U.S. tax laws, such as the Supreme Court ruling on South Dakota v. Wayfair, have had profound implications for all foreign businesses, including Indian startups. This ruling established the concept of economic nexus, requiring companies to register and collect sales tax in states where economic presence is triggered, regardless of physical presence. Additionally, updates related to corporate tax rates and foreign income reporting requirements must be closely monitored to adapt tax strategies accordingly.

Apart from corporate tax rates and foreign income reporting, startups must stay informed about any legislative changes that may affect their tax liabilities in the U.S. This includes updates related to tax credits, deductions, or incentives that can impact a startup’s financial planning and compliance strategies.

Effective tax planning is essential for foreign businesses entering the U.S. market. It’s recommended that Indian startups follow best practices to optimise tax positions, minimise risks, and maximise financial efficiency. From selecting the right legal structure to leveraging tax incentives and automation technology, these practices empower businesses to navigate U.S. tax laws confidently and succeed in a competitive market.

Selecting the right legal structure is crucial for Indian startup businesses looking to enter the U.S. market. Here’s a brief overview of the most common structures:

By carefully considering the advantages and disadvantages of different entity structures, startups can protect their personal assets, minimise tax liabilities, and tailor their organisational setup to meet their specific needs and goals in the U.S. market.

Adopting effective transfer pricing strategies is important to ensure compliance with the Internal Revenue Service (IRS) regulations while minimising tax liabilities. Let’s consider an Indian startup that manufactures software products and has established a subsidiary in the U.S. to market and distribute its products. The Indian parent company sells licences for its software to the U.S. subsidiary, which then sells the software to customers in the U.S. market.

To comply with IRS regulations and minimise tax liabilities, the startup will need to conduct a transfer pricing analysis to determine the appropriate price for the software licences sold by the Indian parent company to the U.S. subsidiary. This analysis involves evaluating comparable transactions between unrelated parties, considering factors such as the functionality of the software, market conditions, and economic circumstances.

The startup then establishes transfer prices that reflect the fair market value of the products. By doing so, the startup can minimise the risk of transfer pricing adjustments, audits, and disputes with tax authorities in both India and the U.S. Effective transfer pricing strategies enable the startup to optimise its tax position while maintaining compliance with tax regulations in both jurisdictions. 

When expanding into the U.S. market, Indian startups can leverage various tax incentives and credits to reduce their tax burden and enhance their competitiveness. Here are some key incentives and credits that Indian startups should consider:

• Research and development (R&D) credits: The U.S. offers generous tax credits for companies engaged in qualified research and development activities. Indian startups investing in innovation and technology development can claim R&D credits to offset their tax liabilities.
• Foreign tax credits: Indian startups with operations in the U.S. may be eligible to claim foreign tax credits to offset taxes paid to foreign jurisdictions. This can help them avoid double taxation and ensure that they are not taxed on the same income by both countries.
• Deductions for qualified business expenses: U.S. tax law allows deductions for various qualified business expenses, such as salaries, rent, utilities, and marketing expenses. Indian startups can take advantage of these deductions to reduce their taxable income and lower their overall tax liability.
• Investment and employment incentives: Some states offer tax incentives to attract investment and create jobs. Indian startups expanding into certain states may be eligible for tax credits, grants, or other incentives for investing in new facilities, creating jobs, or training employees.

For Indian startup businesses operating in the U.S., ensuring compliance with tax regulations and reporting obligations is required to avoid penalties or compliance violations. Indian startups must consider adherence to the following steps: 

• Keep an eye on tax filing deadlines: Stay informed about deadlines for federal and state tax returns, sales tax filings, and employment tax reports.
• Maintain detailed transaction records: Keep accurate records of financial transactions to facilitate tax preparation and compliance.
• Withholding compliance: Understand and comply with tax withholding requirements for employee wages and contractor payments.
• File information returns: Submit required information returns, such as Form 1099 for independent contractors, on time to avoid penalties.
• Stay on top of regulatory changes: Keep abreast of regulatory changes that may impact tax obligations and seek professional advice when necessary.
• Seek local assistance: Consider hiring tax professionals to navigate complex tax laws and ensure compliance with reporting requirements.
• Automate tax processes: Make use of tax automation technology to manage tax calculations, filing liabilities and keep track of regulatory updates.

If a startup is considering funding options, it must evaluate the tax implications of different financing methods to optimise tax efficiency. Here are key strategies to explore:

• Debt financing: This involves borrowing funds from lenders and repaying the principal amount plus interest over time. Interest payments on debt are typically tax-deductible, reducing taxable income and lowering overall tax liabilities.
• Equity financing: While equity financing does not offer immediate tax benefits, it does not create debt obligations that require interest payments. Additionally, capital gains from equity investments may be taxed at a lower rate than ordinary income, providing potential tax advantages.
• Grants and incentives: Startups can leverage government grants, tax incentives, and subsidies to fund their growth initiatives. These grants and incentives may be available for specific activities, such as research and development, job creation, or investment in certain industries or geographic regions.

For smaller businesses and startups, time is not just valuable — it is essential. Without the right tools in place, the resources required to manage tax compliance can quickly become overwhelming. Tax automation technology from Avalara can be a lifeline for smaller-sized startups, enabling them to streamline their tax processes and allocate their limited resources more efficiently. Some key benefits of tax automation are:

• Efficiency: Tax automation streamlines tasks like data entry and reporting, freeing up resources for core activities.
• Accuracy: Reduces human error, improving tax filing precision and minimising compliance risks.
• Compliance: Ensures adherence to evolving tax laws with automated updates, reducing the risk of penalties.
• Time savings: Saves valuable time by minimising manual intervention, allowing focus on strategic priorities.
• Scalability: Adapts to business growth, handling increased transaction volumes and complexity effectively. 

Let’s say your startup business is gearing up for expansion into the U.S. market. To ensure a seamless entry and successful operation in the U.S., we recommend your business completes a checklist of key considerations.

• Tax compliance: Implement automation solutions to streamline tax calculations, reporting, and filing procedures, ensuring accurate compliance with U.S. tax laws.
• Sales tax management: Automate sales tax calculations, invoice management, and compliance monitoring, reducing manual errors and saving valuable time.
• Invoice automation: Integrate automation solutions with existing invoicing systems to automate invoice generation and tax calculation processes, enhancing efficiency and accuracy.
• Real-time insights: Leverage automation technology to gain real-time insights into tax liabilities, enabling proactive decision-making and compliance management.
• Cross-border transactions: Ensure seamless handling of cross-border transactions with automated solutions, minimising complexities and ensuring compliance with international tax regulations.

In summary, proactive tax planning is essential for Indian startups entering the U.S. market. A clear understanding of U.S. sales tax laws, tax-efficient strategies and the leverage of automation solutions like Avalara can help Indian startup businesses optimise compliance, reduce the risk of liabilities, and ensure a smooth and seamless entry into U.S. markets. Request a consultation with a tax automation expert from Avalara to know more.