Unconventional Times Call for an Extraordinary Approach to Cash. Are You Ready?

PrimeRevenue is fortunate to do business across many industries, which gives us an interesting perspective on what common themes are percolating. One theme we’re seeing as we move into the second half of 2017 is that changes in the competitive landscape and consumer behavior are causing some very real, long-term disruptions across a number of industries.

Take food retail, for example. In an industry that has been built on recognizable brands, increasingly global discount-retailers like Aldi and Lidl (and their private-label heavy selections) are growing rapidly. Then there’s Amazon’s purchase of Whole Foods, which stands to be one of the industry’s most significant and historic disruptions. With Amazon’s expertise, Whole Foods may well improve inventory management, drive online-order / in-store pickup more quickly, add a Prime-style loyalty program – ultimately increasing margins. The impact of this announcement was summed up nicely in this article from Harvard Business Review:

“When Amazon announced last week that it will acquire Whole Foods Market…Amazon’s stock price rose 2.4% on the news, increasing its market capitalization by $11 billion. At the same time, the price of SuperValu plummeted 14.4%, Kroger dropped 9.2%, and Sprouts fell 6.3%. You could almost hear the three-year plans of every grocer, and nearly every other traditional retailer, grinding through the shredding machines.”

Food retail’s sister industry – packaged foods – is experiencing its own changes and disruptions. As consumer preferences have shifted to less processed and more organic foods, the makers of many venerable brands are struggling (Kraft Mac and Cheese, Campbell’s Soup, etc.). It’s causing some companies to sell off underperforming product lines, like Nestle SA, which is actively looking to sell its U.S. confectionery business. Other companies are acquiring their way into greener, healthier markets.

And let’s not forget what’s happening in the automotive industry. Volvo recently announced all of its vehicles will be electric or hybrid starting in 2019. The 2017 model of Toyota’s Prius Prime will feature an advanced solar panel system courtesy of Panasonic. Meanwhile, Ford ousted its CEO due to concerns the company wasn’t responding quickly enough to once-unlikely competitive threats: autonomous vehicles and ride-sharing.

The pace and scale of change happening right now across many industries is mindboggling. Most of us can’t get our heads around it until companies like Volvo and Amazon hit the reset button. How does a company like Ford reinvent itself for a market that may soon look very different than it did even three years ago? How does a company like General Mills breathe new life into struggling parts of its business, like cereal or yogurt? How does a super-sized, inventory-heavy Kroger compete with a hyper-efficient Whole Foods that’s been turbo charged by an eCommerce and logistics ninja?

Just as importantly, what happens to suppliers during an industry transformation? The implications of these broad-sweeping changes are just as serious for suppliers as they are for their customers – if not more so.

How companies respond to these kinds of changes is obviously different depending on the industry. But there is a common denominator: the responses require significant capital. Big steps and bold actions usually require billion-dollar investments.

So where does that money come from? Conventional methods include selling off parts of the business, raising debt or making large-scale cuts to operations. But, for some companies, these options aren’t always viable or wise. If your business is already struggling, is taking on a $1B+ in debt a good idea? Will cuts in spending deliver enough savings in the short-term?

What companies need is immediate access to large sums of working capital. Supply chain finance meets this need head-on. At PrimeRevenue, we enable buyers and suppliers to immediately improve cash flow so they can make meaningful – and often unconventional – improvements to their business. It’s why more than 50 percent of the top 20 food and beverage companies in the world choose to do business with us. The same goes for nearly half of the top 20 global automotive part suppliers.

These companies have recognized that supply chain finance isn’t just a way to improve cash flow – it’s a path to transformation and growth during these very interesting and unconventional times.

By PJ Bain
Published July 28, 2017

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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.