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Gusto's R&D Credit Playbook
How a 21-person team is tackling a $10B+ tax credit market for SMBs
While enterprise giants fight over complex R&D tax software, Gusto is quietly building a focused, SMB-first alternative. They're not chasing VC headlines—they're chasing eligible expenses for the 4.5 million American businesses that qualify for the R&D tax credit but never claim it.
"The R&D tax credit is the most underutilized tax break in America, and Gusto is building the bridge for SMBs."
The SMB Gap They're Exploiting
Traditional R&D credit firms target enterprises with 100+ employees and $10M+ revenue. Gusto flips the script: they're building software and specialist support specifically for small businesses with 5-50 employees. The math is brutal—most SMBs spend $15K-$50K in developer/engineering time annually, qualifying for $5K-$15K in credits, but the paperwork costs $8K-$12K at traditional firms. Gusto's model aims to cut that friction by 70% through automation.
The Revenue Puzzle
With $2.1M in revenue and 21 employees, Gusto is generating ~$100K per employee—a strong ratio for a services-plus-software company. But here's the critical insight: this revenue likely combines SaaS subscriptions with credit processing fees. If they're taking 15-20% of credits claimed (industry standard), they've processed $10-14M in R&D credits, helping clients save $2-3M in taxes. That's a 10x revenue multiplier on their own top line.
The tech stack tells a story of modern efficiency: Tailwind CSS, Bootstrap, Ant Design, and DaisyUI for rapid UI development; Vite for fast builds; Cloudflare and Amazon S3 for scalable infrastructure. This isn't legacy enterprise software—it's built for speed and iteration, critical for a company that needs to move fast in a regulatory landscape that changes annually.
- Founder-led expertise: Isaac Wang (Founder/CXO) brings deep tax tech experience
- Hybrid model: Software + human specialists—not pure automation
- Niche focus: Exclusively R&D credits, not broad tax services
- SMB-first pricing: Likely 50-70% cheaper than traditional credit firms
The Silent Giant Strategy
Gusto isn't building a unicorn—they're building a profitable, defensible niche business that could own 5-10% of the SMB R&D credit market
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Gusto | R&D Tax Credit Software for SMBs | Gusto
Unlock maximum tax savings with minimal effort. Gusto tax specialists help you claim eligible expenses and get the credit your business deserves.
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About ardius.com
Unlock maximum tax savings with minimal effort. Gusto tax specialists help you claim eligible expenses and get the credit your business deserves.
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