02920 647019 / 
Zipporah Limited
Zipporah is a specialist IT Company providing fully transactional on line booking systems for local authorities to enable improved services to the public and budget efficiencies for councils.
The Challenge
Zipporah’s challenge was to develop a business and marketing strategy to help put the business on a more professional footing with clear financial objectives and business growth targets for 12 months and beyond.
Fulcrum was commissioned on the basis of its expertise and experience with small startup companies as well as its marketing qualifications.
Fulcrum’s Solution
Our initial step was to carry out a thorough audit and review of Zipporah’s business including internal and external factors affecting the business. The review covered
- Product – any product developments required or new products to be introduced?
- Price – any issues with pricing?
- Route to market and sales channels – were these the most effective?
- Advertising and promotion – current A&P and return on investment
- Infrastructure to support any changes
- Any economic, social or political changes that could provide new opportunities
- Competitor and competitor activity
We then worked with Zipporah to clearly define their business objectives and financial targets and put together a strategy and tactical plans to achieve these based on where they were and where they wanted to be.
As part of this we developed a clear integrated marketing communications programme and worked with the management team to develop new benefits statements and messages for all their communications. We also supported them with business development processes designed to progress their prospective customers more effectively to achieve sales.
The Outcome
- Recruited sales personnel and carried out sales training
- Implemented a sales process including prospect classification and a standardized database of customers and prospects
- Devised short and long term integrated communications plans
- Updated and revised the content of their web site
- Introduced case studies and testimonials
- Introduced regular email campaigns and electronic newsletters
- Started and maintained a blog linked to the website
- Implemented a programme of attendance at networking events and successful entries into awards
Zipporah has significantly increased its turnover and improved its pipeline of prospective customers. Fulcrum has been retained as Zipporah’s outsourced Marketing team and recently carried out a market assessment project for Zipporah on developing their product line into the private sector.
Follow Fulcrum Direct at