As more technology moves to the cloud, we are going to continue to hear a three-word term thrown around by companies to talk about the ease of deploying their product. The term? Application programming interface, better known as API. As many of you know, an API specifies how different pieces of software should interact with each other, and developers use APIs to add new features or connect applications to a third-party service.
You probably encounter APIs all the time and don’t even realize it. Companies of all sizes use them, and with the continued growth and adoption of APIs, companies will continue to use them as key selling points. It is not uncommon to listen to a sales pitch about how the API a company has makes its product easy for a customer to deploy. The only problem is that as someone who has been sold numerous “easy” deployments, I know this isn’t always the case.
Why? I think it's simply because there is no out-of-the-box solution that will be able to be deployed perfectly for each unique customer. Many times, we are under the false impression that a deployment will be quick and easy simply because of an API. But the point of this is not to decry the use of APIs, which are an important part of any technology. Instead, I want to share how companies (and the salespeople selling a particular product) and customers can come together with a better understanding of the deployment process to eliminate frustration. As the CIO of one the fastest growing SaaS companies in the world, I’ve overseen my fair share of deployments. Over the years, I’ve come to realize a few tips that will make for a much smoother deployment process for everyone involved.
• Be honest and upfront: As a salesperson, don’t shortchange the customer. Yes, your API will make things easier, but don’t leave out the little details just to make a quick sale. With every situation being different, it is more than likely that deployment will not just happen with an out-of-the-box solution. It's probably a good bet that the customer’s IT team will have to do some coding, data mapping and workflows to make it work with their other systems.
• Educate: As IT professionals, we need to educate our business partners that an API does not make a deployment easy and that there is not a one-size-fits-all solution. We also need to partner with IT departments to look at the application with a lens for security. On the other hand, salespeople need to get away from wrapping everything around the API. Take the time to really educate the customer on how the technology works together.
• Don’t always look for the easy route: When selecting a vendor, application, etc., it is important to not just look for something that sells itself as easy. As a customer, you should expect to dedicate time and resources to integrating the product with your systems, and if you are being told differently, you probably aren't getting the full truth.
• Develop a realistic timeframe and stick to it: When a timeline is determined, all parties involved need to make sure everything is done to meet that timeline. In the end, it is a much better result to have a longer timeframe than a timeframe that is not met.
As a company, adding an API to your product can give you a competitive advantage, and as a customer, deploying a product with an API can open the door to plenty of options. Just ensure you understand what it really means and that your company can support the rollout, as it's almost a guarantee there will need to be work done on both ends. While the above may seem simple, understanding what it really means will go a long way in ensuring a smooth process for all.
