Inside the Relationship Between Innovation Companies and Their Bank

This insights article was created in collaboration with Smart Brevity Studios and originally published on Axios. You can continue reading the article here on Axios or by continuing below.

Innovation is essential in both the technology and life sciences sectors, and startups in these fields, often venture-backed and in various stages of growth ranging from pre-revenue to more established – play a crucial role in driving this innovation forward.

Why it’s important: As access to capital continues to be challenging and the market remains volatile, building a relationship with a bank you can trust helps ensure your company has the right banking services and debt1 tools it needs to grow.

Okay, but: Not all banks are created equal, especially when it comes to serving innovation companies.

• “Many large banks are not capable of meeting the needs of high-growth tech companies,” says Drew Fanberg, CFO of supply chain design software company Optilogic. “They are unable to make quick decisions or understand unique situations that different companies experience.”
• He continues: “You need a banking partner to help you scale. Western Alliance Bank's Innovation Banking Group (formerly known as Bridge Bank) has been that partner to us and countless other companies in the tech space.”

What you need to know: Western Alliance Bank’s Innovation Banking Group and its experienced bankers have been helping innovation companies grow from startup to exit — and every stage in between — for more than 20 years.

• For over a decade, Western Alliance Bank has been one of the country's top-performing financial institutions with more than $80 billion in assets.

The foundations of a strong bank relationship

For innovation companies, choosing the right bank and forging a trusting relationship goes beyond basic financial transactions. It requires:

Trust and reliability.

Your bank should operate as a trusted partner and advisor — so you can spend more time focused on growing your company.

How it’s done: Innovation companies who partner with Western Alliance Bank work with a dedicated relationship manager who can quickly answer questions and address any concerns unique to their business.

Spence Green, CEO of the machine-assisted translation company LILT, has worked with three banks in the past nine years.

• “Trust was not at the center of my previous two banking relationships,” he says.

Get up to date: Now, Green works closely with Western Alliance Bank’s Innovation Banking Group. Green says trust was established on day one.

• “When I call my banker and tell him what I need to do, he tells me that he either can do it or he can’t, and I depend on that answer,” Green says. “That has enabled me to focus on running my business.”

Industry knowledge.

The right banker understands the ins and outs of your industry and approaches each decision individually through an entrepreneurial lens.

• The Innovation Banking Group works with tech and life sciences companies throughout all stages of growth to proactively identify obstacles and provide strategies to overcome challenges.

Optilogic turned to Western Alliance Bank in 2024 for a venture debt term loan in conjunction with an acquisition.

• Fanberg’s dedicated banker also provided advice on how to best take advantage of excess deposits.
• Beyond lending, Fanberg’s banker has also supported Optilogic with personalized treasury management tools, deposit services and international payment solutions, which are critical to the company’s global work.

A proven track record.

When choosing a bank, experience is key. You’ll want to work with a bank that has an established track record in the innovation banking ecosystem through various economic cycles.

Take note: Don’t mistake an experienced banker for an experienced bank. A banker might have a strong track record — but the bank they work for might be new to the innovation space.

• It’s important both the bank and banker have experience navigating the nuances of growing innovation companies.

Resources beyond lending.

Your bank should be more than a source of lending.

An example: Western Alliance Bank’s Innovation Banking Group is deeply rooted in the business community and can connect tech and life sciences companies to a trusted network of VCs, accountants, lawyers and other partners to uncover new opportunities and manage all aspects of business.

In  2024, The Innovation Banking Group invited Green to an executive retreat.

• “There, I met someone who eventually referred me to a key employee hire, and I also met several investors with whom I now have strong relationships,” he says.

How a strong relationship fuels growth

Both Fanberg and Green, in different sectors of the tech space, have benefitted from building strong relationships with Western Alliance Bank, which has proven essential in more complex financial matters.

For Fanberg, a venture debt term loan from Western Alliance Bank was vital to Optilogic’s growth capital requirements, extending its runway and financing the acquisition of another company.

• “We have an established relationship, and a lot of trust has been built over time,” he says. “If I ever need something, I can get someone on the phone at any time.”

For Green, a revolving credit line from Western Alliance Bank enabled LILT to manage liquidity through a successful financing in 2024.

• “When we drew on the credit line, the funds were in our account the same day,” he says. “Additionally, when the financing was in place, Western Alliance Bank gave us directional indication that they could double the credit line, which was material in my selection of both the financing partner and the round size.”

The takeaway: For innovation companies, choosing the right bank and building a strong, trusting relationship with your banker can play a key role in long-term growth.

Learn how Western Alliance can help your innovation company grow