Apiary partnered with GitHub to offer integration between the API design platform (Apiary) and GitHub, a web-based Git or version control repository and Internet hosting service used mostly for code. Part of the partnership and integration included plans for GitHub sales engineers to sell Apiary in addition to GitHub Enterprise subscriptions. I lead the efforts to create training videos for these GitHub employees.
Portions of the video can be viewed here. The script for the full video is below.
Part 1: Intro/Value Prop
API development requires the same careful planning and level of detailed process as developing any other type of software. While developers are already using GitHub to collaborate on code and build better software, your customers need a complementary solution that treats APIs as a first-class citizen.
Apiary is that solution. Apiary provides a complete toolset for software development teams to quickly design, prototype, document, and test APIs. When integrated with GitHub Enterprise, Apiary becomes the complete API development tool for end-to-end delivery.
Apiary improves the workflow for everyone involved across the API development lifecycle. However, the biggest benefits are realized at scale, by the API product owner, CTOs, and software architects.
When paired together, Apiary and GitHub solve several key challenges in API development including collaboration, fast prototyping, and documentation, using the GitHub flow and test-driven approach. The solution helps bring product to market faster, while reducing costs and delivering a better solution to the API consumer.
Part 2: Lead Qualification
The customer is interesting if they already have an in-house API Product Manager, if they’re already using one of the API description formats, or if they have formed a company-wide API Strategy.
An ideal Apiary customer has any of the following:
- An API-focused business model or a company-wide API strategy (e.g. microservices)
- A large API portfolio
- Geographically distributed or outsourced teams
- Teams that are doing continuous integration and value test-driven development
- Internet of Things-focused companies or products
- API-focused roles (such as API Product Managers)
- Does the prospect treat their APIs like a product and does the API deliver real business value to the company?
Where Apiary fits in: To leverage the existing development tools they have in place — we will make the GitHub repository even more valuable — but streamline them into a fully integrated business system.
We also help these companies develop standards so APIs can be built consistently across the company.
An example of a potential Apiary customer: a company that has collaboration requirements or versioning of their API — we would leverage the existing process and incorporate it into their overall development process. We also tie in their CI/CD tools so that as new products are being released, they are aligned with the original design and documentation.
· · ·
Part 3: Process/Lifecycle/Benefits
Benefits of using the Github integration with Apiary include:
- The ability to manage teams of any size: Your customers can collaborate with the GitHub tools they already know and love including syncing, branching and version control. Additionally, Apiary offers the ability provision team members across different API design projects and to add role specific permissions for Admins, Editors and Viewers.
- Easily create quality documentation: Build API documentation alongside the API itself with Apiary’s split view editor. Know that the documentation will always stay up-to-date with Apiary’s unique editor and testing with Dredd. Once completed your customers can embed fully customizable documentation into their website or internal wiki.
- No more waiting: The waterfall method of API design isn’t efficient. If your customer’s frontend team is waiting to start coding, they’re wasting time. Serving as the “First Moment of Truth,” The Apiary Mock Server is the quickest way to prototype an API — even before the backend team starts writing code. It lets developers start coding against an API immediately to learn how it will be used. This rapid prototyping leads to faster iteration and increased development speed.
- Better DX (developer experience) through consistency: Today’s engineering departments are often distributed teams. This can include outsourced teams overseas or larger teams across a geographically dispersed enterprise. This makes it even harder to establish and enforce API design patterns across the entire team. Apiary gives your customers a powerful editor with inline syntax highlighting to identify semantic issues.
- Manage Large API Portfolios: Managing multiple APIs brings its own challenges. Apiary lets you centralize and manage all of those API blueprints in a single dashboard.
Part 4: Q&A/objections
Common objections, point to FAQ and contact
Common objections around technology: “We have RAML or Swagger vs API Blueprint”
- We support Swagger and API Blueprint; RAML is primarily associated with MuleSoft.
Why is Apiary more relevant than SwaggerHub?
- The depth and breadth of the product; we’ve been in the market for 5 years and have orders of magnitude more customers and success stories.
Why would someone use Apiary instead of build their own?
- Time to market, support costs, the overall resources to deploy).
Does Apiary integrate with all of our existing tools?
- CI tools: majority are all built on the same standard that we integrate with.
- GitHub (on-premise and cloud): integrates with our existing tools.
I already have an existing API management system — will Apiary be difficult to use with our existing solution?
- We have integration tools on an API — we can work with existing solutions.
Can we have everything on-premise?
- This can be negotiated.
Part 5: Questions to ask potential customers
- Do you have an on-premise solution?
- How do I get started?
- Are you using/building Private APIs or Public APIs?
- What language do I need to develop APIs in? Does Apiary work with Java? (or anything)
- Are you using RAML, Swagger or API Blueprint?
Part 6: Getting Started
- Call to action (what is the handover between GitHub and Apiary?), what to do if interested (do the GitHub SEs send the customer to a landing page hosted on GH/Apiary?)
- Next steps / CTA: Link to Apiary self-sign up for SEs
- Direct leads to How to Build an API page customized for GitHub enterprise customers — we could co-brand with GitHub on our website and they could embed our page on one of their partner sites
- Separate email address for these leads? email@example.com