To many of us in the API community, open standards seem like a no-brainer: they promote interoperability, extensibility, and longevity, all while helping you reap the benefits of being part of a larger ecosystem. These benefits include greater and more rapid adoption by developers and being in sync with and a contributor to best practices. But what happens when the clients consuming your APIs are enterprise healthcare companies, whose teams will develop integrations with your APIs regardless of best practices and who want things done their way rather than the open standard way? This talk draws on the speaker’s experiences integrating with enterprise healthcare systems to illustrate the value of projects such as the Open API Specification, open data model standards (e.g. Open Referral), and hypermedia formats, and how to communicate these benefits to reluctant enterprise clients.