Road to Recovery – Is Your Finance Team Ready for a Post-Pandemic Business Climate?

As many parts of the world ease social and business restrictions, business leaders find themselves in a grey area. While the economic impacts of the global health crisis are certainly unprecedented, the idea of “bouncing back” after economic hardship isn’t. It’s understandable to be eager to return to some semblance of normalcy, but leaders must also be strategic in their action plans to navigate the current situation.

Stabilizing today’s needs without increasing tomorrow’s risks is a delicate balancing act that can be the ultimate challenge for treasurers and CFOs. The best thing business leaders can do is proactively prepare their cash flow strategy and strengthen their supply chains to recover from today’s challenges and prepare for those to come.

The demand for cash isn’t limited to industries hit hardest by the pandemic. In fact, much of it will be (and already is) driven by industries that are experiencing a surge in business. Production acceleration, new hires and infrastructure upgrades are a few examples of initiatives that need immediate funding. This is particularly true for smaller brands that have been blindsided by sudden, sharp increases in demand. As pointed out in this Forbes article, CleanWell, a maker of hand sanitizers and disinfectants, experienced a 400% increase in sales as the pandemic took hold. For these companies, revenue may be up, but it’s nearly impossible to meet demand with shortages in raw materials and production capacity.

At the beginning of the crisis, companies tried to protect the short-term health of the business by hoarding cash. Now, if what we’re currently seeing in China is any indication, companies are on the road to getting back to business – perhaps faster than expected. With recovery comes record-level demand for liquidity as companies need to balance current-state and future-state business requirements. The problem is the money businesses hoarded when the crisis began is running out, leaving many companies in a scramble to source liquidity that will sustain them through the recovery period and beyond.

Supply chain finance has an important role to play both in the current economic environment and the post-pandemic business climate. Our data has already shown how supply chain finance is satiating companies’ hunger for cash. From March to May, PrimeRevenue accelerated nearly $30 billion in early payments as the pandemic continued to rock the global economy.

Now Is the Time to Invest in Supply Chain Finance

The benefits supply chain finance provide are crucial to restoring financial agility and resiliency. It allows companies (and their suppliers) to overcome their most immediate liquidity challenges without sacrificing their ability to quickly get back to business as usual when the time comes. As we transition into a post-pandemic environment, supply chain finance will continue to provide companies a source of cash to fuel the business during recovery.

Perhaps most importantly, this is when companies need to start thinking about what will happen to their business on the other side of the pandemic. Supply chain finance provides both a sustainable “safety net” for companies to lean on when we reach the next inevitable financial roadblock as well as a path for meaningful innovation and business improvement in the meantime. It also stabilizes the supply chain and supports suppliers to ensure business continuity in any economic climate.

For companies that don’t currently use supply chain finance, now is the time to get a program up and running. But not just any supply chain finance program will do. Especially as banks are re-evaluating credit spreads and markets, it’s critical to set your program up for success with a multi-funder model that is able to seamlessly pivot regardless of any single bank’s actions.

Market downturns and resultant upturns have a way of upending competitive landscapes and creating new leaders and opportunities. Companies that take control of cash flow and put proactive measures in place to secure the supply chain will be the ones that come out of this crisis stronger than their peers – and more prepared for anything that lies ahead.

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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.