Industrial Supply Chains Continue to Evolve

In this age of ever-increasing competition, trade wars, tech-driven disruption and sustainability considerations there is more urgency than ever for companies to strengthen their supply chains. One of the ways in which companies are increasingly looking to achieve this is by implementing supply chain finance or supplier early payment programmes.

These programmes typically allow companies to optimise their own working capital whilst simultaneously injecting liquidity into their supply chain ecosystem. The programme provides suppliers access to cash earlier than they might otherwise achieve, at a discount typically less than the cost of financing their receivables on bank facilities.

The challenge, however, is to ensure that the programme is as dynamic and scalable as the ecosystem in which the company operates. The key here is to understand and appreciate that the supply chains of multinational businesses are rarely static and rather tend to evolve in response to, amongst other things, organic growth strategies, acquisitions, changes in regulation and legislation, shifts in global demand and moves to lower cost production sites.

A good example of where shifting dynamics in a global supply chain ecosystem can be observed is in the automotive sector. The rapid pivot to e-mobility (as well as the shift to outsourced mobility) is forcing automotive OEMs to reconsider their strategy from several angles.

The disruption caused by niche manufacturers such as Tesla, mobility players such as Uber and tech companies like Google, means that traditional OEMs are increasingly focussed on re-tooling their production lines, investing in R&D, taking cost out of the business and becoming as capital efficient as possible in order to remain as agile as possible.

So how can companies respond to these challenges by implementing supply chain finance programmes that are adaptable and scalable? The answer lies in the capabilities of the provider.

Traditionally, supply chain finance is too inflexible to cope with the change

The supply chain finance space has historically been dominated by bank providers. These providers had the advantage of easy access to liquidity, a proprietary platform to facilitate supplier trading and a network of clients, which helped in the proliferation of supply chain finance as a concept amongst both buyers and suppliers. In certain circumstances this model still works well today, and many banks continue to offer competitive supply chain finance products.

However, when faced with a rapidly evolving supply chain ecosystem, supply chain finance provided by banks has its limitations. The first issue is that, in my experience, banks still tend to operate in silos when it comes to credit assessment, appetite for supplier on boarding, legal agreements and even technology platforms. Furthermore, supply chain finance within a bank is usually one product competing for airtime and investment amongst many other products, rather than an end-to-end solution.

Secondly, banks operate under increasingly significant regulatory constraints. This can affect their ability to offer certain products in certain markets, particularly where those regulatory changes or constraints affect the capital treatment, meaning a bank is more likely to take the decision itself to pull out of particular products and/or markets.

Finally, most banks have limited capabilities when it comes to covering the jurisdictions, currencies and number of suppliers demanded by companies faced with rapidly evolving and expanding supply chain ecosystems. International banks tend to work predominantly with corporate and institutional clients outside of their home markets and have limited capacity and appetite for smaller suppliers. Conversely, local banks are better at covering medium and small suppliers, but lack the ability to offer global or regional visibility meaning a fragmented structure which is not scalable.

There is a better way

All of these factors necessitate a better solution for providing supply chain finance. Companies should now have an expectation that SCF providers will take a broader view of their supply chain ecosystem, not just looking at their own client, but also to that client’s suppliers and customers. They should also expect to be able to offer supply chain finance in multiple jurisdictions without having separate logins to different technology platforms.

Companies should expect that they can work with one global solution and bring in the optimal mix of liquidity, currencies, supplier coverage and jurisdictions. Not only that, but when the supply chain ecosystem materially changes, as it undoubtedly will, companies need to know that their solutions will flex and scale to accommodate those changes.

When companies are assessing supply chain finance as a mechanism to strengthen the supply chain, it is important that they have a plan for how they will address the challenges of a rapidly evolving supply chain ecosystem. Choosing a provider that is agile enough to adapt and scale the challenges of tomorrow could make all the difference.

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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.