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Key people at Ariba.
Ariba is a Palo Alto, California-based software company that provides cloud-based procurement, spend management, and supply chain solutions through its B2B digital marketplace. The organization operates the Ariba Network, a platform that connects over five million enterprise buyers and global suppliers to process more than $3.7 trillion in annual B2B commerce transactions. Serving a customer base that includes numerous Fortune 100 corporations, the platform generates revenue primarily through SaaS subscriptions and transaction-based network utilization fees. After reaching a peak historical market capitalization of $40 billion during its time as a public entity, the business was acquired by enterprise software conglomerate SAP SE for $4.3 billion in October 2012. Ariba was founded in 1996 by a team including Marc Andreessen, Keith Krach, Bobby Lent, Boris Putanec, Paul Touw, Rob Desantis, Ed Kinsey, and Paul Hegarty.
Key people at Ariba.
Ariba is a pioneering cloud-based procurement software company founded in 1996, specializing in spend management solutions that automate purchasing, supplier contracts, RFPs, spending analysis, and financial compliance for businesses ranging from SMEs to large corporations.[1][2][4] It serves enterprises seeking to optimize procurement processes, reduce maverick spend, and enhance supplier relationships through its expansive B2B network, now known as SAP Ariba Network, which connects over 2.7 million companies, processes 250 million documents annually, and facilitates $1.3 trillion in commerce—surpassing Alibaba and eBay combined.[3][5] The platform solves core problems like paper-based inefficiencies, non-compliance, and supply chain opacity by enabling electronic transactions, catalog-based requisitions, and seamless integration with ERP systems like SAP S/4HANA.[4][5]
Ariba's growth was explosive: from $800K revenue in its first sales year to $274M in four years (224% CAGR), achieving high gross margins (initially 80%) before shifting toward services.[1] Acquired by SAP in 2012, it evolved into a key pillar of SAP's intelligent enterprise strategy, driving digital transformation in procurement with features for e-procurement, financial supply chain management, and supplier evaluation.[3][4][6]
Ariba was incorporated in September 1996 in California by a team of seven founders, led by Steve Krach (president and CEO), who drew inspiration from his time at General Motors addressing inefficient indirect purchasing of supplies and services.[1][2] Krach, son of a business owner, partnered with Peter Hesse (CTO from Rasna) and others including Rob DeSantis (sales head), Edward Kinsey (CFO), and Paul Tuow (business development), initially as entrepreneurs-in-residence (EIRs) brainstorming automation for common procurement.[2]
The idea emerged from late-90s internet opportunities to digitize paper-based requisitions via browser interfaces and catalogs, focusing on compliance for infrequent users.[2][5] First product shipped in 1997; by 1999, Ariba IPO'd after rapid scaling ($800K to $274M revenue), built a supplier network, and formed alliances with IBM, American Express, and others.[1][2] Krach stepped down as CEO in 2001 amid market correction, but Ariba's efficient growth (low S&M spend pre-$200M revenue) set the stage.[1] SAP acquired it in 2012, integrating it into its ERP ecosystem.[4][6]
Ariba rode the late-90s internet wave to pioneer B2B e-procurement, shifting industries from paper/email to digital networks amid dot-com boom, when indirect spend lacked automation.[1][2][5] Its timing capitalized on ERP gaps (pre-SAP SRM), enabling compliance via catalogs and influencing the "global electronic trade revolution" through supplier alliances and scale.[2]
Today, as SAP Ariba, it powers supply chain digitalization amid globalization pressures, post-pandemic resiliency demands, and sustainability mandates—consolidating into SAP Business Network for intelligent B2B collaboration.[3][6] Market forces like rising procurement complexity and cloud adoption favor it, with implementations (e.g., Czech Post, GasNet) demonstrating global ecosystem influence on transparency and efficiency.[3]
SAP Ariba will expand via SAP investments in AI-driven features like advanced supplier evaluation, working capital (Taulia integration), and intelligent automation, targeting greater supply chain transparency, resilience, and sustainability.[3] Trends like ERP convergence, real-time B2B data, and regulatory compliance will propel its network dominance, potentially onboarding millions more vendors amid e-commerce growth.
Its evolution from IPO rocket to SAP powerhouse underscores enduring procurement innovation—positioning it to lead as businesses prioritize efficient spend in volatile markets, much like its 1990s disruption of analog processes.
