Looking Ahead: Expanding the Power of Supply Chain Finance to the Mid-Market

Supply chain finance is a powerful tool to improve cash flow, enable transformation, and promote stability throughout the supply chain. It’s impossible to ignore the massive shifts occurring in virtually every industry. From automotive and food to retail and energy (and beyond), business as we know it is changing – and those changes demand capital.

PrimeRevenue is meeting that demand. More than 30,000 organizations across more than 80 countries leverage PrimeRevenue’s solutions to accelerate cash flow. Currently, we process $250 billion in payment transactions annually and our diverse, multi-funder network has grown to include more than 100 bank and non-bank partners.

Broadening the Reach of Supply Chain Finance to the Middle Market

Basketball legend Michael Jordan once said: “Earn your leadership every day.” For PrimeRevenue, that means more than just growing financially. It means bringing the power of working capital optimization to a greater number of companies and their suppliers – particularly those in the mid-market.

It’s important to note that the term “mid-market” encompasses a wide range of companies – anywhere from $100M to $2B in revenue by some definitions. By and large, these companies are hungry for growth but struggle to access the large sums of liquidity required to tackle transformation initiatives that will help facilitate growth.

Historically, funders have viewed mid-market companies as a risk when compared to their enterprise counterparts. This presents a serious challenge for, let’s say, a $400M company looking to grow into a $1B company. While an enterprise-sized company may have the cash to grow through expansion or acquisition, businesses in the mid-market often must borrow. Not only does this drive them further into debt and limit operational agility, borrowing for mid-market companies also typically carries a higher interest rate.

This signals one of the reasons why medium-sized businesses have traditionally been underserved by supply chain finance providers. Many providers rely on a single source of funding that lacks motivation to support companies that are privately owned, unrated and/or sub-investment grade. Others simply don’t view it as a profitable market.

Another reason is mid-sized companies often do business with fewer and smaller suppliers, meaning these transactions also tend to be smaller in size and volume. A supply chain finance program serving a mid-sized business is typically smaller than one serving an enterprise-sized company. (Quick aside: some medium-sized businesses work with giant suppliers. In these cases, the business doesn’t always have the leverage to negotiate payment terms. Supply chain finance can be instrumental in providing this leverage!)

But the fact remains that a majority of growing mid-market companies are optimistic about future growth and believe the worst of the recent volatility is behind them. According to the National Center for the Middle Market’s Q4 2020 Middle Market Indicator study, the middle market overall expects a return to modest, positive growth in 2021. Furthermore, the number of companies that expect to expand in 2021 and/or open a new plant or facility is up. So the question becomes: how do these companies overcome the size and risk factor to get the cash they need to stabilize, grow, and transform their businesses?

Funders Showing Revived Interest in Mid-Market Assets

At PrimeRevenue, we see this challenge as an opportunity – something our client roster can already attest to. Serving medium-sized businesses isn’t a natural fit for every supply chain finance provider. It requires unique operational capabilities and scalability.

Diversity in funding sources is key. Because we have the largest pool of funders of any supply chain finance provider, we are not saddled with the restrictions that typical bank-led programs or smaller providers are faced with. This enables PrimeRevenue to provide a broader range of companies access to a more diverse mix of funders that best suit our clients’ needs. In order to expand our supply chain finance solutions to better support businesses below the $2B mark, we continue to attract new funding sources with varying appetites for risk.

We’re also happy to share we’re seeing a trend of renewed interest in mid-market assets. While we saw limited liquidity available for mid-market companies in the early stages of the pandemic, we are now seeing increased appetite as economic recovery continues across many sectors.

Extending the power of supply chain finance to the mid-market is one of our proudest accomplishments, and we are just getting started. Our goal is to make sure every company – regardless of size – has access to efficient cash flow solutions and reliable, transparent payment.

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.