Supply Chain Finance Delivers But Only When Finance is Aligned with Procurement

Recent economic volatility has underscored companies’ need for cash. Combined with the major levels of corporate debt, it’s no wonder business leaders are applying a more scrutinous eye to cash flow. In the U.S., nonfinancial companies rated by Moody’s are sitting on nearly $6 trillion of debt.

For this reason, the popularity of supply chain finance continues to rise. Not long ago, Global Business Intelligence reported that one out of five companies surveyed uses supply chain finance. I’m willing to bet that number is higher today.

The First Rule in Supply Chain Finance Program Success – It’s Not Just About Finance

So, how can you ensure the success of a supply chain finance program? As more companies use this lever to improve their financial position, it’s a fair question to ask. My first response to this question is to remember the first rule in supply chain finance program success is that it’s not just about finance.

 The success of a program is largely dependent on the stakeholders involved – particularly as it relates to the dialogue between procurement and finance. Let’s be honest. The relationship between these two groups can be tenuous at times. Often, finance lacks an understanding of what it takes to manage key supplier relationships in today’s business climate. Meanwhile, procurement’s bottom-line impact remains difficult to measure.

With supply chain finance, the gap between finance and procurement often becomes more apparent. Finance may be adept at setting the mandate to improve working capital and choosing a supply chain finance partner to facilitate the program, but it’s the procurement team that quarterbacks the execution (and success).

Too often, finance stakeholders overlook this reality – especially during partner selection. Fiscal and legal requirements typically dominate the conversation. But once these boxes have been checked, much of the success of the program will depend upon how well their partner of choice will support the procurement team as they secure supplier participation, handle objections and onboard suppliers.

For this reason, it’s important that finance stakeholders include “procurement support” as a key criterion as they evaluate supply chain finance partners. Here is a short list of questions finance should ask:

  • How will the partner help procurement protect supplier relationships as they roll out a cash flow improvement initiative?

A supplier payment term extension is a necessary part of any cash flow initiative and often a tough pill to swallow. Your supply chain finance program partner should assist with messaging development and training, negotiation and objection handling, escalation plans and outreach protocol.

  • What kind of training will procurement receive for supplier onboarding?

Asking suppliers to participate in a supply chain finance program is one thing; getting them to the point where they can leverage all the benefits of supply chain finance is another. Procurement must be able to easily set suppliers up as well as train suppliers on self-service. 

  • How will the partner work with procurement to strategically target suppliers?

The most successful chain finance programs are typically rolled out using a phased approach. Your partner should be adept at helping you come up with the right strategy. Depending on the unique characteristics of your business, suppliers can be segmented according to industry, geography, size or other determining factors such as trade volumes and supplier payment term benchmarks. This obviously requires deep supplier and financial data analysis, but it also requires an understanding of the nuances in your organization’s supplier relationships. For example, a growing mid-size supplier with a critical need to fund innovation could be as strong of a program participation target as a larger supplier with which you currently do more business. 

  • How will procurement be supported as the supply chain finance program grows and evolves?

The work required to run an effective supply chain finance program doesn’t end when the program implementation phase is complete. In fact, most programs expand. It’s important for finance stakeholders to anticipate this expansion and the support procurement will need to sustain program momentum. For example, is 24-hour global support available? Which languages will be supported? These are just two examples of future partner requirements that could have bearing on the long-term success of a supply chain finance program.

The merits of better cash flow can’t be overstated in today’s economic environment. Finance executives from billion-dollar global enterprises to the mid-size niche are turning to supply chain finance to keep their business strong despite any deterioration in market conditions. Those that can maximize the impact of supply chain finance on their business will be rewarded. For many, that starts with approaching supply chain finance with a procurement perspective.


  • White Paper: 5 Questions CFOs Should Ask About Procurement Support
  • Webinar: Can Finance & Procurement Initiatives Align?

By PrimeRevenue
Published March 21, 2019

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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.