Why the Future of Supply Chain Finance Has Never Been Brighter – Our Outlook for 2017

As 2017 gets underway, it’s become clear that change is the order of the day. It’s important that we focus on the positive changes around us. There are bright spots of growth across markets and industry. We’re seeing radical innovation and a challenging of the status quo. In this regard, disruption can be a remarkable thing.

Whether it’s bracing for economic impact or funding innovation, change and disruption are driving companies to seek new ways to access liquidity. For some, commercial-based lending has become a less attractive and feasible option – and that’s turning more companies on to the power of supply chain finance.

In a late-2016 study conducted by Global Business Intelligence, one out of five companies surveyed used supply chain finance. The same study indicated that 25 percent of respondents expect to finance at least 10 percent of their receivables through some sort of early-pay finance program within five years.

To meet the demand side of the equation, new supply chain finance providers (many bank-affiliated) and technologies (distributed ledgers, for example) are quickly emerging. At PrimeRevenue, we view these developments as positive. They validate the do-good mission of supply chain finance – to help companies unlock the working capital trapped in their supply chains so they can grow – and the vast need that exists in the market.

They also underscore the importance of experience and longevity in a market that’s attracting new entrants. The TEAM at PrimeRevenue fully understands the complexities of accomplishing the mission at hand and why, as a provider, it’s important to have a multi-funder, bank-agnostic approach. No one bank can meet the liquidity requirements of a truly global supply chain finance program – not in the best of economic conditions and certainly not in these more challenging times.

I believe the supply chain finance market is entering a fast-growth cycle in 2017 for several reasons:

First, more companies are using it to mitigate supply chain-wide financial risk. Companies are realizing how it can benefit not just their business but their suppliers’ businesses as well. Amid geopolitical and economic turbulence, you can’t put a price tag on confidence in supplier health.

Second, we’re seeing unprecedented interest in PrimeRevenue’s supply chain finance platform and services. Last year, more than $100 billion in supply chain transactions were processed on PrimeRevenue’s platform. We now boast more than 20,000 customers in over 70 countries and added 3,500 new suppliers to the platform in 2016. We’re also seeing significant growth in key sectors such as retail, food and beverage, energy and consumer products. This unprecedented growth allowed us to average over $150 million in early payments per day for suppliers on our platform in December.

We have also attracted new partners such as SAP Ariba. PrimeRevenue and SAP Ariba have teamed to transform the financial supply chain. Through integrated source-to-pay processes and technology, we are enabling buyers and suppliers to connect the dots between procurement and finance and provide the visibility needed to optimize relationships and cash flows.

One side effect of this prosperity was outgrowing our North American headquarters. Having exceeded the capacity of our current space and with departments scattered across multiple floors, we moved to a larger space in the second half of last year. With more space to grow, we can support the growth plan we set forth in April 2015 when we raised $80 million in a financing round to help us accelerate customer acquisition and solution innovation.

This growth has also led to PrimeRevenue receiving a number of prestigious awards over the past year, including:

• INC 5000 Fast Growing Companies (5th year in a row)
• Global Finance Magazine, World’s Best Supplier Finance Providers Awards: Michelin and PrimeRevenue Jointly Recognized for Innovative, Highly Effective Supply Chain Finance Implementation
• Global Trade Review, Company with the Best Supply Chain Finance Platform (6th year in a row)
• Global Finance Magazine, Best Customer Implementation of Supply Chain Financing Solutions: PrimeRevenue/AGCO
• PrimeRevenue and SABMiller were jointly recognized by the SCF Community Forum in the FMCG, Food and Beverage Category
• TMT News, Trading Platform of the Year

Perhaps better than any of these, one of our new clients successfully generated more than $750 million in free cash flow in the fourth quarter of 2016. They used the funds to pay down debt, and received a ratings upgrade from Moody’s as a result! How’s that for enormous value added?

Lastly, we are incredibly optimistic because of the TEAM we have in place at PrimeRevenue and the customers we serve. Our customers and their suppliers tell our story for us. For some, it’s about finding the liquidity to fund a new competitive initiative. For others, it’s about taking a business idea and turning it into a full-fledged plan of action. And, for some companies, it’s about improving cash flow so they can weather the unexpected.

This is why the people that work at PrimeRevenue do what they do. Some of us are fintech wonks and lots of us are finance nerds. But we all value our role helping companies grow, transform and thrive.

There is no doubt that 2017 will bring about change that will prompt more companies to turn to supply chain finance. Whether it’s about mitigating risk or achieving growth (or both), we are excited to be a part of the solution.

By PJ Bain
Published February 1, 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.