Triskell Software

🎯 The Challenge

Triskell Software, a leading Enterprise Project Portfolio Management (PPM) platform trusted by 250,000+ users globally with Gartner and Forrester recognition, needed to reach project/portfolio managers and directors at enterprise accounts across notoriously difficult industries: EU banking, IT, and regulated sectors. The challenge: competing with established legacy PPM tools (Clarity, Sciforma, Planisware, Microsoft Project), overcoming enterprise risk aversion and lengthy procurement cycles, demonstrating platform flexibility in rigid industries with complex approval hierarchies, proving ROI of switching costs from entrenched systems, and reaching decision-makers buried in bureaucratic organizations. Success required positioning Triskell’s all-in-one flexibility and hybrid Agile/Waterfall capabilities as advantages over inflexible legacy competitors.

🚀 Approach

🔍 Enterprise PPM Buyer Research

• Targeted project portfolio managers, PMO directors, CIOs, IT directors, resource managers, and strategic planning executives across EU banking, financial services, IT services, manufacturing, and regulated industries
• Developed personas for enterprises facing: strategic misalignment between planning and execution, resource capacity planning challenges, methodology rigidity (unable to support both Agile and Waterfall)
• Mapped pain points specific to difficult industries: regulatory compliance requirements, security/data concerns, change management resistance, risk-averse procurement processes, integration complexity with legacy systems
• Identified buying signals: digital transformation initiatives, PMO maturity advancement, tool consolidation projects, Agile adoption at scale, portfolio optimization needs, strategic planning failures
• Researched enterprise PPM trends and limitations of legacy platforms requiring expensive customization

🎁 Flexible All-in-One Enterprise PPM Value Proposition

• Positioned comprehensive platform: Strategic Portfolio Management (OKRs, Balanced Scorecards), Project Portfolio Management, Agile Portfolio Management, IT Portfolio Management, Resource Management, Demand Management
• Emphasized unique flexibility: “Best of Waterfall, Phase-Gate, Agile, Scaled Agile or any framework from a single PPM solution” – adaptable to organizational maturity and changing needs
• Showcased enterprise credibility: 250,000+ users, 15-country presence, 98% customer satisfaction, ISO 9000/27001 and SOC 2 Type II certified, Gartner Enterprise Agile Planning vendor, Forrester SPM provider
• Addressed enterprise concerns: centralized data (eliminating spreadsheets), integration capabilities (breaking down silos), security/compliance (enterprise-grade)

⚙️ Infrastructure & Systems

• Deployed 15 dedicated domains with corresponding mailboxes for 6-month EU enterprise campaign
• Implemented infrastructure rotation strategy for sustained deliverability across European email providers
• Conducted continuous inbox placement testing
• Applied proactive deliverability management throughout the campaign

📧 Strategic Execution

• Developed sequences addressing enterprise PPM pain points and legacy platform limitations
• Applied personalization based on industry vertical (banking, IT, manufacturing), organizational maturity, and methodology preferences
• Crafted messaging emphasizing flexibility, integration capabilities, and proven enterprise success in regulated industries

✅ Results

• 133 qualified meetings over 6-month enterprise campaign
• 9% reply rate from hard-to-reach EU enterprise accounts in banking, IT, and regulated industries
• Successfully penetrated difficult sectors with complex procurement processes
• Delivered pipeline across PMO directors, portfolio managers, CIOs, and strategic planning executives