All Aboard? How Supplier Onboarding Makes or Breaks Supply Chain Finance Success

Why do so many supply chain finance programmes fall short of expectations following implementation? In some cases, it’s because not enough suppliers have been successfully ‘onboarded’ onto the programme. So what exactly makes it so difficult?

Under the classic model for supply chain finance, a buying organisation extends payment terms with its suppliers, achieving an immediate working capital benefit, which can number in the hundreds of millions. Simultaneously, suppliers can mitigate the effect of the payment term extension and accelerate their own cash flow by opting to be paid early by a funder (ordinarily as soon as an invoice has been approved by the buyer). Typically, these suppliers achieve a lower cost of funding by financing their invoices at the buying organisation’s financing rates (often investment-grade).

It’s a true win-win scenario. Yet, achieving an optimal outcome is largely dependent on the ability to successfully onboard as many suppliers to the programme as possible. Left unmitigated, longer payment terms can have an adverse impact on supplier health and put strain on longstanding supplier relationships.

Supplier onboarding is an area that many providers (and banks in particular) continue to find difficult, whether in offering their own supply chain finance propositions or funding through third-party platforms. Under the current regulatory and capital regime, trade finance assets do not receive particularly favourable capital treatment. This means that banks are usually required to hold significant capital to support supply chain finance assets, resulting in a lower return on capital. In addition, banks generally treat an onboarded supplier as if they are a full customer of the bank – including subjecting them to various onerous Know Your Customer and other compliance-related procedures, which consumes significant time and resources.

The result of all of this is that a bank will usually only be willing to onboard the largest, best-rated suppliers onto a programme leaving a large tail of thousands of suppliers unaddressed. Ironically, it is often smaller suppliers that would benefit from the programme the most that are excluded from joining it. Meanwhile, buying organisations are left with programmes that fall well short of what they were led to believe would be achieved on implementation.

This conundrum is precisely why PrimeRevenue is so deeply invested in the onboarding process – from educating buyers’ procurement groups and suppliers’ decision makers – to funder process facilitation. PrimeRevenue has an outstanding track record in reaching much deeper into a buying organisation’s supplier base to drive highly successful programmes. We achieve this focus in two ways.

Firstly, a dedicated team of specialists focuses on and works with suppliers, understanding their own business strategy and objectives in joining a programme. The team is aided by a world-class, cloud-enabled onboarding platform with multi-lingual capabilities, streamlined online documentation and a proprietary solution to onboard suppliers that may have pledged receivables to other lenders.

Secondly, PrimeRevenue has the ability to onboard to a programme not only the largest suppliers, but also the long tail of smaller suppliers via PrimeRevenue Capital Management. PrimeRevenue Capital Management is able to tap capital markets funding from non-bank entities such as insurance companies, pension funds, hedge funds and other capital markets investors. These entities are not regulated like banks and typically have simpler compliance requirements, meaning suppliers can be onboarded faster and in greater number.

As companies explore supply chain finance as a way to optimise working capital, it’s important they understand what makes a programme successful. Onboarding is an area that cannot be overlooked in this regard. It has a direct bearing on programme performance. Depending on how it’s addressed, it can be the difference between a lacklustre supply chain finance experience and one that can truly transform the business.

By Peter Cook
Published February 14, 2017

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Stephanie Wargo

VP, Global Head of Marketing

Stephanie joined PrimeRevenue in 2015 and oversees the company’s global marketing team and strategy. With a data-driven approach, Stephanie focuses on demand generation and thought leadership to drive brand awareness, strengthen client/partner relationships, and generate new sales opportunities. Stephanie has guided PrimeRevenue through new technology releases and an evolving FinTech landscape. In addition to leading PrimeRevenue’s internal and external communications, she implemented innovative demand generation and marketing strategies to enhance the company’s overall sales pipeline.

Stephanie has extensive experience in marketing and customer success. She previously served as Vice President of Marketing and Communications at BitPay and Vice President of Client Relations and Marketing at FirstView Financial. Stephanie earned a B.A. degree in Political Science from Agnes Scott College in Decatur, Georgia.

Brian Medley

VP, Global Head of Sales

Brian joined PrimeRevenue in early 2012, after more than 20 years of sales leadership, executive-level consultant and business growth experience. As VP, Global Head of Sales, Brian leads a growing team of fintech sales professionals with a focus on developing strong customer relationships, improving sales predictability and helping PrimeRevenue enter the lucrative mid-market.

Prior to PrimeRevenue, Brian honed his enterprise software sales leadership skills at Clarus Corporation. He also served as an operations and IT management consultant for Kurt Salmon Associates. In addition to his sales and consulting background, Brian has deep experience in the financial industry having founded a successful residential mortgage broker and lending business. He is a graduate of the Georgia Institute of Technology having earned a B.S. in Industrial Engineering and Economics and M.B.A. in Global Business.

Jason Green

SVP, Global Customer Success

Jason joined PrimeRevenue in 2021 following more than two decades in the fintech/financial services industry. He brings a strong background is sales leadership due to his impressive relationship building capability as well as a successful track record in creating structure and process improvements. In his role, Jason uses his keen attention to detail to strengthen the customer experience and enhance the company’s solutions to deliver more value to clients.

Prior to joining the company, Jason held several senior level and executive roles with a focus on building and scaling sales and support organizations at both large and small companies. Jason graduated from Murray State University with a B.S in Marketing.

Matt Ford

SVP, Global Product Innovation

Matt joined PrimeRevenue in early 2015 and is responsible for overseeing all commercial, strategic and operational aspects of PrimeRevenue’s supply chain finance offerings throughout EMEA, based in Prague. He has been instrumental in gaining global alignment and developing supplier enablement processes for the region.

Matt joined PrimeRevenue following a 15-year career at Morgan Stanley, where he worked in fixed income operations covering debt syndication through bonds, EMTNS, corporate loans and other debt securitization. Notably, he set up non-core location operations in Europe (Budapest) and all lending operations in Baltimore from scratch.

Matt, who was born and raised in South East England, earned a B.S. in Sports Science at University of Teesside where he mastered the art of TEAM development and accountability as a youth international rugby player.

Dominic Capolongo

EVP, Global Head of Funding

Dominic joined PrimeRevenue in 2016, and is responsible for leading our bank and capital markets funding strategies and execution. He focuses on building global, scalable and highly efficient funding structures that maximize options for supporting PrimeRevenue’s programs. Dominic began his career as an attorney and was a partner with Kaye Scholer before joining DLJ as a senior banker. Dominic brings tremendous strategic and capital markets experience in all areas of finance having held senior positions at, among others, Credit Suisse and RBC Capital Markets in addition to DLJ. Dominic earned a JD from Fordham University School of Law and a BA from SUNY Binghamton.

Gavin Cicchinelli

Chief Operating Officer

Gavin joined PrimeRevenue as Chief Operating Officer in 2021. With more than two decades of leadership and executive experience along with a deep understanding of the payments space, Gavin provides a unique focus on improving and strengthening operational strategies and implementing GTM growth execution. He is responsible for leading transformation across corporate and operational strategies as well as building a repeatable and scalable commercial growth strategy that aligns with PrimeRevenue’s core business while delivering key adjacent growth opportunities.

Prior to joining PrimeRevenue, Gavin served as President and Chief Revenue Officer of Integrated Solutions at TSYS, a global payment processing services company acquired by Global Payments (NYSE:GPN). There, he also served as Head of Product and divisional COO. Throughout his career, Gavin has held multiple leadership positions including VP of Sales, SVP of Business Development, and President of Financial Institutions. Gavin graduated from the University of Northern Colorado, Greeley.

David Quillian

Chief Legal Officer

David joined PrimeRevenue as General Counsel in 2007. He and his team have been instrumental in successfully creating the unique legal structures that support PrimeRevenue’s multi-funder model and global funding capabilities. David is also the lead named inventor on PrimeRevenue’s two patents for Electronic Time Drafts, which allow PrimeRevenue to manage supply chain finance programs using electronic negotiable instruments as opposed to accounts receivable. Prior to PrimeRevenue, David was General Counsel at Harbor Payments, which was acquired by American Express (AXP) in 2006, and Magnet Communications, which was acquired by Digital Insight (DGIN) in 2003. He holds degrees in Economics and History from Duke University, and Juris Doctor and M.B.A. degrees from the University of Georgia.

Nathan Feather


Nathan has successfully ushered PrimeRevenue from our very early days as a visionary startup, through the financial crisis to today’s position as a thriving mid-sized leader in the cloud-enabled supply chain finance marketplace since joining PrimeRevenue in January 2006. He was instrumental in recapitalizing the company with an $80M investment led by BBH Capital Partners in 2015. Prior to PrimeRevenue, he held various financial management roles with Ariba, Freemarkets and PriceWaterhouseCoopers. Nathan holds a BS in Accounting from Pennsylvania State University.

PJ Bain


PJ has an impressive and accomplished track record as an enterprise software entrepreneur and executive. PJ has built a solid record of success with PrimeRevenue since being appointed Chief Executive Officer in July of 2009. The company has received numerous awards for growth, customer service, innovation, along with being recognized as a top employer.

PJ is a life-long software and technology entrepreneur having been involved in numerous firms in the roles of founder, executive, advisor and investor. Immediately prior to PrimeRevenue, PJ was the VP and General Manager of Exact Holding N.V. (NYSE/AMS: EXACT), a leading global provider of business software solutions. He was previously Founder and CEO of Inspired Solutions, an Atlanta-based, B2B software and services firm that grew to be the largest reseller of Exact Software in North America, later acquired by Exact. PJ holds a Bachelor of Industrial Engineering from Georgia Institute of Technology.