Disruption, Transformation and Why Suppliers are Hungry for Better Cash Flow

The themes of disruption and transformation continue to dominate political, economic and industry-specific conversations across the globe. Entire industries are being subjected to these dual forces, and that’s become increasingly obvious since the start of 2018.

Automotive companies are continuing to respond to disruption and consumer demand shifts. Ford, for example, is throwing in the towel on its unprofitable U.S. small car business to focus on endeavors such as battery-powered cars, hybrid vehicles, sports cars, trucks and SUVs. Amazon continues to disrupt the retail world, resulting in moves like Toys ‘R’ Us closing its doors and Sainsbury’s $10 billion purchase of Walmart’s Asda, further driving the UK grocery pricing war.

We are currently undergoing a fascinating disruption/innovation journey. Call it the ‘tipping point’. The pace is getting exponentially faster. The transformations are becoming more extreme. Uncertainty and fear still exist, but companies are doubling down to fuel innovation. If you’re Ford, that means making tough decisions about where or where not to innovate. If you’re one of Ford’s suppliers, that may mean making significant investments in production capabilities (whether through infrastructure upgrades or by acquiring them) to capitalize on this shift.

We’re bullish on the global economy for the next 12 to 18 months, but we also realize that cash flow will play an even more critical role in business health. This accounts for why we’re seeing an uptick in supply chain finance transactions facilitated by our platform.

The Value of Supply Chain Finance to Suppliers Just Got More Valuable

It’s not just buyers keeping a close eye on cash flow – suppliers are too. Now more than ever, suppliers need extra liquidity to keep up with the disruption/transformation happening around them.

We’re currently processing 1.1M approved invoices per month and more than $4 billion in supply chain finance payments per week, but this activity is on the rise. Approximately 20% more suppliers joined a supply chain finance program in Q1 this year on a year-over-year (YOY) basis. We have experienced a 35% three-year compound annual growth rate (CAGR) in Q1 outstandings and a 40% three-year CAGR in Q1 transaction volume.

In Q2 2018, we are managing $3 billion more in outstandings than this time back in 2017. This means that not only are more suppliers trading in 2018 than in 2017, but suppliers are trading their invoices earlier than they were in 2017. Suppliers, just like their buyers, are showing increased value in cost of capital and in cranking up efforts to improve their cash flow so they can fund their future.

We are thrilled that more suppliers are choosing supply chain finance to head off the cash flow challenges that come with industry-wide changes. We’re also eager to make it even easier for suppliers to do business with us, which is why we recently released an automation integration that dramatically speeds up (85% improvement) the supplier’s time to cash flow. Additionally, we’ll continue improving our supplier onboarding process, with the goal of helping suppliers maximize value from the PrimeRevenue platform.

Today’s disruption is forcing innovation across the entire supply chain. We’re here to help our buyers and suppliers realize their maximum cash flow potential so they may respond effectively.

By PJ Bain
Published June 6, 2018

Share on facebook
Share on twitter
Share on linkedin
Share on email

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.