Three Ways Financial Institutions Can Leverage Trade Finance to Grow Revenue

Despite the challenges of the past year, it seems as though the impact on the banking industry may not have been as bad as predicted. Most companies built a precautionary “war chest” of cash at the beginning of the pandemic. Now, as the economy continues to show signs of recovery, many businesses are finding that their cash needs aren’t as critical as expected. As a result, banks’ corporate clients are repaying loans and making larger or more frequent deposits, leaving many financial institutions sitting on massive piles of cash.

Idle cash is never ideal, especially when it’s millions or billions of dollars beyond minimum regulatory requirements. Naturally, financial institutions and lenders are looking for ways to put their excess capital to work and generate returns.

PrimeRevenue has strong relationships with our funding partners. Banks are an important contributor to our ecosystem that unlocks billions in cash for thousands of companies around the world. As the economic climate evolves, so does the symbiotic nature of our relationship with financial institutions. We are continually having conversations with banks about how we can work together to deliver more value to both clients and our funding partners.

Here are 3 powerful ways financial institutions can leverage supply chain finance or accounts receivable finance to increase revenue, expand asset portfolios, and meet customers’ liquidity demands.

#1: Join PrimeRevenue’s global multi-funder network

A hassle-free, uncommitted way to increase revenue is through funding supply chain finance (also known as approved payables finance) or accounts receivable finance programs. PrimeRevenue offers banks the option to join more than 100 global financial institutions in funding programs introduced through our proprietary origination channel. In simple terms, we bring the funding opportunities to you. It’s an easy way banks can diversify their portfolios with low-risk, high-quality assets, reach new customers, and drive ROI with short-term investments.

Financial institutions that join PrimeRevenue’s funder network have access to more than 400 programs with new suppliers onboarding every day – meaning there is virtually no limit to the funding opportunities. PrimeRevenue matches banks with programs based on the buyer’s needs and the funder’s unique requirements, which can include sustainability-linked criteria for “green investors” looking to put capital to use in a meaningful way. As an added bonus, banks in our funding network have direct engagement with buyers and suppliers, which can provide additional opportunities to grow the business relationship beyond supply chain finance.

#2: Co-market PrimeRevenue’s solutions to clients while outsourcing program management and support

Banks are always looking to offer more products to their clients and partnering with PrimeRevenue can be a simple way to immediately offer supply chain finance or accounts receivable finance to your corporate customers. PrimeRevenue’s comprehensive co-marketing program allows banks to offer their customers world-class working capital solutions, powered by PrimeRevenue. Co-marketing with PrimeRevenue allows banks to act on their own origination channel opportunities to meet their customer’s changing cash needs and answer calls for alternative liquidity solutions.

Not only does this arrangement strengthen customer relationships, but it can also significantly improve competitive advantage. Historically, banks and FinTechs have competed for trade finance deals. Now, however, there is growing interest in mutually beneficial partnerships that allow both parties to leverage their expertise to best serve customers and drive revenue. FinTechs like PrimeRevenue can focus on the technology and industry knowledge, while banks can concentrate on funding opportunities and supporting corporate customers.

#3: License our technology to deliver trade finance capabilities

At a time when banks are seeking a fast track to trade finance innovation, many are hesitant to take on the cost and risk associated with homegrown R&D and program support. Banks can independently manage the sales and operations process by licensing PrimeRevenue’s working capital solutions technology. This approach gives banks full ownership of supply chain finance or accounts receivable finance program operations without dedicating the resources associated with developing and maintaining their own in-house technology.

Licensing programs can be up and running in as little as 60 days, mostly because banks can use their own legal framework and credit approval is often already complete to some degree. Banks always have access to PrimeRevenue’s new solutions and features, so they (and their customers) can rest assured their programs are being powered by technology that’s intuitive, agile, and innovative.

We always seek ways to deliver more value to our funding partners. As our technology and banking partnerships evolve, so do the ways we engage with banks to better serve the supply chain finance ecosystem. Our goals are well-aligned with those of our funding partners – to open supply chain finance up to more buyers and suppliers, and to strengthen customer relationships – and we’re committed to providing the technology and partnership opportunities to support our joint objectives. Learn more about how you can participate in supply chain finance or accounts receivable finance.

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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.