What Postman Did for a CEO Who Can’t Code by Craig Balkin, Co-founder of Cloudwi.re

1. What Postman Did for
a CEO Who Can’t
Code
Craig Balkin
Co-Founder of Cloudwi.re

2. What Postman Did (Does)
for a CEO Who Can't Code
Craig Balkin
cloudwi.re
POST/CON
2018

3. Standard Plug
• What’s cloudwi.re
• A shared short code SMS API
• Proud Small Business
• The API is our only source of revenue
• Twilio Premiere Partner
POST/CON
2018

4. What’s Postman to a simple guy like
me?
• First and foremost, Postman is a translator
• It’s an ”idiot proof” tool which allows a simple guy like me to
communicate with developers
• Postman is a Sales Star
• Increased our close ratio by 23% and decreased our cost per sale
• It allows us non-developers to speak to our client’s dev teams
• Quick onboards save client’s dev time (Money!)
• Postman is efficiency, and efficiency is money
• No engineer required to make the sale
• Fast test drives means faster sales
• Shortens API dev cycle
POST/CON
2018

5. Postman in the Dev Cycle
• It Allowed Me To:
• Easily identify and document everything required in our new API
• Easily communicate my intent to the dev team
• Pre-connect and document Twilio API methods for dev team
• Where We Saved Cash
• Runner allowed us to ”Pre QA” the API
• Clear communications results in less dev time
• Dev hours saved not reading Twilio API Docs
POST/CON
2018

6. Postman In The Sales Cycle
• Documentation Revolution
• Documentation tools like Apiary and APIMatic are super cool
• Allows quick exploration/learning of an API
• But there’s a gap
• Postman fills that gap
• With Postman, we can build use cases
• Client Dev teams don’t need to study API documentation
• Client Says, “This is what I want to do with SMS.”
And in 5-10 minutes via custom collection we can get that prospect
connected with only the methods they require.
POST/CON
2018

7. Here’s me talking to a developer…..For
Real!

9. The Twilio Way
• What makes Twilio different in cloud communications?
• Twilio requires all candidates to build an app using the Twilio API
• That means Twilio Sales members know their API incredibly well
• Sales made in first client contact
• Why is that important?
• I field a ton of calls from Twilio competitors
• I listen, and then ask a few more basic technical questions and the
response is almost always,
“Let me get back to you on that.”
POST/CON
2018

10. To Conclude
• In Development
• Postman allows our team to clearly communicate with one another
• In Sales
• Postman allows us to make a memorable first impression
• We better understand our product and can properly communicate it
• Enables the “One” principle which is our goal to make a sale in only
one prospect contact……no need for follow-ups
• Quick onboards and demos save your clients developer time (Money!)
When you treat your prospect/client’s time like it’s your money, you are
going to sell more.
POST/CON
2018

11. Questions or wanna talk?
Text CRAIG to 345345POST/CON
2018