Top 5 Considerations When Choosing a Supply Chain Finance or Dynamic Discounting Solution

In order to select the best supply chain finance (SCF) or dynamic discounting solution for your company, there are a few key questions you should ask that will help ensure successful, long-term results.

1. Global solution and platform

If you’re reading this, there is a good chance that your company is a multinational company with customers around the world, a global supply chain, and a diversified product portfolio. Successful global sourcing requires a supply chain finance solution that can be deployed in multiple languages and currencies, with well-established supplier onboarding capabilities and a support team that can help your procurement team in the Americas, Europe, Africa and Asia Pacific.

It is also critical to partner with a SCF provider who shares your global vision. PrimeRevenue provides supplier onboarding and financing support in European, North and South American, Australian, African, Asian, and Middle Eastern countries. PrimeRevenue onboards suppliers, partners with clients in all major languages, and currently supports over 20,000 buyers and suppliers located in over 70 countries with the ability to receive financing in over 30 currencies across multiple vertical markets.

2. Multi-funder flexibility

If you are looking to start a supply chain finance program financed by a bank, you should consider an important aspect: funding is uncommitted. This means that a financial institution can reduce its funding, increase pricing or in the worst case, even stop funding. The last scenario is not purely theoretical, it happens quite often.

In order to mitigate these risks, it is crucial to look for a supply chain finance platform that allows you to add, change or replace funders, such as PrimeRevenue’s multi-funding supply chain finance solution. A multi-funder solution will allow you to easily add banks as you grow your supply chain finance in terms of funding size and geographic spread.

3. Combining self-funding and third-party funding

You may be considering dynamic discounting as a way to offer your suppliers early payment, or even self-funding your entire program. While these may seem like attractive options, PrimeRevenue strongly advises that your solution provides the flexibility to include outside sources of funding as well.

While your company may experience a surplus of cash today, things can and do change. Interest rates may rise and/or your company’s objectives may change. The political landscape, such as the recent Brexit decision, could also wreak havoc on interest rates. Despite any setbacks, one thing will remain the same:  your suppliers will continue to depend on early payment options. As a result, even if you decide to use your cash for other purposes, it’s crucial to have the flexibility to invite external third-party funders to ensure the continuity of funding.

4. Supplier onboarding capability

PrimeRevenue understands that your relationship with your suppliers is key for the success of your dynamic discounting or supply chain finance program. PrimeRevenue is the only provider in the market who has created specific solutions around efficiently educating, onboarding and registering suppliers to the platform as fast and easily as possible. This is key as some suppliers may be hesitant to join the program as they have limited information of the procedures and benefits.

There are big differences between what various solution providers offer to make supplier onboarding faster and easier for your suppliers. Some of them leave it to a client’s procurement team (who by the way, also needs to be trained), and others send simple PowerPoint presentations to the suppliers which leaves them confused and unsatisfied.

PrimeRevenue takes onboarding and enablement very seriously but makes the process very easy for suppliers through the use of dedicated web-based tools and specialized local onboarding teams. The results are striking in terms of the ramp-up of your dynamic discounting or supply chain finance program, drastically reducing the effort and time required from your procurement team to bring your suppliers onboard.

5. Analyzing your suppliers

It is common for large buying organizations to have multiple payment terms with their suppliers. Since no individual supplier or supplier group is the same, you should look for a platform that can offer significant flexibility for your supply finance or dynamic discounting program. That said, how can you best determine what terms are appropriate for each supplier or group of suppliers? If you wish to improve your working capital with supply chain finance, you must first determine ideal payment terms for your suppliers. With dynamic discounting solutions, you should consider how you can best maximize your cash discount with your funding of early payments to your suppliers.

Analysis of each of your suppliers is the starting point for every successful supply chain finance or dynamic discounting program. It allows you to predict what your organization can achieve in a set timeframe, and can ensure a seamless implementation with the right terms applied for each supplier which in turn increases good supplier relationships and maximizes your results.

There are several ways providers can address this challenge. While most use a simple spreadsheet, or leave the task purely to the client’s procurement team, PrimeRevenue uses a dedicated system backed by a vast database, which can include thousands of suppliers in various countries, all of different sizes and industries. These solutions include benchmark data on terms applied in different regions, sectors, or even applied by your competitors. These “big data” solutions support procurement and sourcing by helping you apply the right terms to each supplier and deciding where to start deploying the program to generate the fastest results.

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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.