Financial Resiliency: The Leading Driver of Supply Chain Health in 2021

As we settle into 2021, our daily and professional lives are invigorated with new hope. While we acknowledge the profound disruption of the last year, we also recognize the perseverance that has brought us this far. We are not yet out of the woods, but we continue to adapt as we always have during challenging times.

The supply chain is no stranger to resiliency. It has always been a hallmark of a company’s strength, and an entire ecosystem of technologies and services exist solely to fortify these capabilities. But, the challenges of the past year have underscored just how important resiliency is to survival, and for some, how much work there is to be done.

For many buyers and suppliers, the first half of this year will look a lot like the last 12 months – volatile. But, unlike this time last year, we have the perspective of hindsight.

Hindsight prompts new layers of protection against disruption

PrimeRevenue data analyzed throughout 2020 proves that businesses have adapted and acclimated to a new business climate. As they’ve changed how they do the business – sometimes substantially – the pace of innovation has accelerated. Many companies are putting measures in place to add additional layers of protection for both the business and their suppliers.

Supply chain finance is one important example. There has been a consistent uptick in supplier demand for early payment. From the beginning of March to the end of December, suppliers opted to advance approximately 85% of available invoice dollars. With new virus strains and the distribution of a vaccine, there is much uncertainty heading into Q1 2021. Despite the upcoming challenges, this number is expected to grow.

The power of adaptability

In 2020, trade began to normalize across many geographies and industries. In China, the first country hit with the virus, trade activity began to show inklings of a comeback as early as March. By April, meaningful stabilization occurred, which extended throughout the rest of the year. Aside from a dip at the beginning of October for China Golden Week (similar to the annual dip the United States sees every year for Lunar New Year), trade activity for the weeks surrounding the festival were on par with 2019 levels – slightly higher, in fact. For the 30 days leading up to the start of China Golden Week on Oct. 1, 2020, trade activity was up 13% year-over-year. Trade activity within the region showed a strong rebound. From Q2 to Q4, trade activity increased 31%.

The data told a similar story in EMEA, despite multiple waves of shutdowns. After the initial lows observed in March and April, Europe’s trade activity trended relatively close to 2019 levels. When a second round of shutdowns went into effect late last year, trade activity decreased only 4% between Sept. 1 and Nov. 15, 2020 compared to 2019. Like we saw in China, demand rebounded strongly from the lows in the spring with trade activity increasing 29% from Q2 to Q4. With the UK under a third national lockdown as of Jan. 4, expect supplier demand for early payment to dramatically increase.

Recovery in the United States was not as robust compared to China and EMEA, but it trended in a positive direction throughout most of 2020. Trade activity in certain sectors saw significant slumps, however those decreases contracted as we moved into the third quarter and beyond. Overall trade activity in the United States grew 20% from Q2 to Q4. In the New Year, the United States seems to continue regaining the losses from earlier this year.

It’s also worth mentioning that despite a resurgence of the virus in some parts of the world and resultant shutdowns, data hasn’t shown another large dip in trade activity like seen in March and April 2020. Overall global trade activity on the PrimeRevenue platform grew 31% from Q2 to Q4. Businesses around the world are navigating the volatility and adapting their businesses to keep up with customer demand, which is proving to be key in surviving the economic storm.

Optimism meets pragmatism

Optimism abounds as we dig into 2021. So does pragmatism. The path to recovery brings new challenges and disruption, albeit positive ones. Industries that have been hardest hit by the pandemic will likely see a resurgence in demand as the world adapts to a new reality. Those that were fast to rebound could see another wave of normalization as demand re-stabilizes. As these changes occur, suppliers will need to brace for the ripple effects and the strength of supply chains will be tested yet again.

The need for resiliency across the supply chain is more important than ever. Many businesses will need to level up and provide new layers of protection for vulnerable suppliers. The need for low-cost liquidity alternatives will be greater than ever. Options like supply chain finance and accounts receivable finance will play an important role in helping suppliers and buyers of all sizes strengthen their financial health on the path to recovery.

This article was originally published by PJ Bain for Supply & Demand Chain Executive.

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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.