Funding the Response to Disruption in the Industry

Historic disruption is happening across the food and beverage industries. Changes in consumer preferences and rapid consolidation have created a challenging business environment for many companies. Response to these pressures can’t happen fast enough, especially for companies that have historically dominated the market. Shrinking margins and revenue declines mean there is less cash on hand to invest in innovation – and that’s driving companies to find new ways to improve cash flow. – Tom Roberts, SVP Global Marketing, PrimeRevenue.

The shifts happening across the food and beverage industries are seismic. Consumer preferences for healthier, fresh and less-processed fare are stronger than ever. Additionally, consumers are demanding greater transparency in labeling and sustainability across the supply chain. These dynamics are requiring bold change – particularly from established food and beverage companies that seek the agility to quickly adapt to these pressures. Changes typically require:

Repositioning and rebranding. Many companies are investing in rebranding and repositioning initiatives to align their products with consumer preferences. One example is the Lean Cuisine brand. Backed by a multimillion-dollar packaging and advertising investment, the brand has worked diligently to shed its highly processed food and “diet” positioning in favor of modern eating and healthy lifestyles.

Acquire or sell off lines of business. For some companies, a fast response to changing consumer preferences and demographics has been to acquire new lines of business. This is illustrated in dairy giant Danone’s $12.5bn acquisition of WhiteWave, a maker of plant-based milk products. On the flip side, other companies are selling off existing business units so they can use the proceeds to reinvest in more promising areas of growth. One notable example is Nestlé, which continues exploring the sale of its U.S. confectionery business.

Innovate. Whether an established market leader or new player, food and beverage companies realize the future of their businesses requires a commitment to real innovation. Newer categories such as organic/natural energy drinks and the meal-kit market are proving the profit door is still wide open for companies that invest in consumer-focused R&D.

Funding Change Through Working Capital Optimization

To respond to the disruption occurring across the food and beverage industries, companies need to focus on unlocking working capital currently trapped in their supply chains in a way that doesn’t negatively impact their balance sheets. Forward-thinking companies are using supply chain finance programs to optimize cash flow efficiency and uncover the capital needed to invest in innovation, strategic acquisitions, and product repositioning and rebranding. One example is Kellogg’s, which disclosed that its supply chain finance program paid for a $330m investment in a strategic, multi-year initiative to reposition the company’s brands to meet consumers’ evolving tastes.

Food and beverage companies will continue to use supply chain finance programs and providers to generate billions of dollars in cash flow improvements. These programs will also help suppliers improve cash flow without increasing debt. That’s an important consideration given these critical business partners are also navigating the same disruptions as their largest customers, but usually have less access to affordable capital.

The Outlook

The transformation happening across the food and beverage industry will continue over the next decade. Current industry pressures will be exacerbated by the uncertainties in the world credit markets and the geopolitical and economic instability happening across the globe. To mitigate these risks across their supply chains, more businesses should turn to supply chain finance programs that will allow them to be better positioned to survive and thrive amidst changing market dynamics.

To read this on Supply Chain Brain, click here.

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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.