Justin Norris

360Learning

360Learning is the learning platform that combines collaborative tools with the power of an LMS. We empower L&D teams to drive culture and growth through Collaborative Learning.

Sr. Director, Marketing and BDR Operations

Director of Marketing and BDR Operations

RevOps FM

I'm the creator and host of RevOps FM - a weekly Masterclass on revenue operations and go-to-market strategy. 

It's my way of thinking out loud about my work and sharing knowledge at scale.

Podcast Creator and Host

Perkuto

As Sr. Director of Solutions Architecture, I lead the architect team within our marketing operations practice at Perkuto and manage a team of seven. My role is to provide leadership and develop innovative solutions and marketing operations best practices.

Clients look to our team to solve their toughest marketing and sales operations challenges. We deliver results using rigorous business and process analysis, a relentless focus on the underlying business goals, and a rare depth of expertise configuring marketing systems.

Sr. Director, Solutions Architecture

Director of Solutions Architecture

As a Solutions Architect, I lead delivery teams in creating end-to-end marketing operations solutions for clients using Marketo and Salesforce and other best-in-class marketing tools.

Marketo Solutions Architect

As a Senior Consultant, I advise on and create end-to-end solutions for clients using Marketo and Salesforce and other best-in-class marketing tools.

Senior Marketo Consultant

ClearFit

I joined ClearFit as the third employee and the first marketing hire, tasked with growing the marketing function, generating demand, and building out the funnel. Our efforts generated thousands of new customers for ClearFit's hiring solution. I wore many hats during this time, and also helped overhaul the product UI, and hire the initial sales/customer success team, implement Marketo and Salesforce, and much more. 

I quickly discovered my love and talent for creating automated marketing, sales, and service systems and began to focus my energies exclusively on marketing automation and CRM. Using these tools we were able to more effectively nurture our prospects, identify our best leads, and effectively scale to thousands of customers - AND increase customer satisfaction - without massive increases in customer service headcount. This contributed to ClearFit experiencing triple digit % increase in customers and revenue during my tenure.

Director of CRM

CGA-Canada (Certified General Accountants Association of Canada)

I worked within the Professional Services team, which is responsible for providing online training and development opportunities to CGAs and other business professionals. 

My responsibilities included:

MARKETING STRATEGY: I managed the marketing function -- from developing the overall marketing strategy in line with organizational objectives down to the hands-on tactical implementation of campaigns.  
- Conduct market research, surveys, and gather customer insights
- Contribute to product strategy and optimize the product mix 
- Build integrated marketing communications programs across online and offline channels
- Manage, monitor, and grow CGA-Canada's professional development brand

PRODUCT DEVELOPMENT: I led the webcast and video course product lines, developing the overall product strategy and providing guidance on topics, presenters, and curriculum.

Marketing Strategist & Product Developer

Director, Marketing Ops @ 360Learning | Host @ RevOps FM Podcast | Thinking out loud about GTM + operations

I'm a seasoned marketing operations leader with 15+ years experience building high-performing teams.
Through this experience, I've learned what it takes to build marketing ops strategies, systems, and processes that will scale.

MY EXPERTISE:
• GTM operations strategy and roadmaps
• Designing, building, and optimizing Martech stacks
• Designing structure and processes for global remote teams 
• Data strategy and governance
• Analytics, reporting, KPIs
• Lead routing, management, SLAs, and follow-up
• Multi-channel lead nurturing and ABM
• Lead lifecycle and scoring
• Campaign operations
• Communication and change management

LEADERSHIP EXPERIENCE:
• Establish and lead a global ops function supporting marketing / BDR teams across 4 markets (Germany, France, UK, US).
• Provide coaching, training, and leadership to an expert consulting team (~40 people) on marketing operations best practices, with direct responsibility for a team of seven.
• Develop the solutions architecture function and lead the SA team at a marketing technology consulting firm. 

TECHNOLOGY EXPERTISE:
• Marketo: 4x Marketo Champion and Marketo Certified Solutions Architect (MCSA)
• Salesforce: seasoned Salesforce administrator, architect-level skillset
• Hubspot Certified
• iPaaS / Enterprise Automation: Workato Gold Partner and 2x conference speaker
• Attribution and Analytics: Bizible (Bizible All Star '17, Pipeline Marketing Award '17), Marketo, Looker, PowerBI • Data management: Ringlead, Clearbit, Cognism, etc.
• Lead routing: Lean Data, Distribution Engine

Director of Marketing Operations

As Senior Director of GTM Operations Strategy at CS2, I work directly with VPs, MOps Leaders, and CMOs at industry-leading growth-stage B2B companies to advance their GTM and Marketing Operations and achieve real business outcomes. 

-Manage 6-7 clients (client lead), provide strategic and tactical consulting, and build a relationship with excellent and regular client communications, spending the time to truly learn about them and their business and create an optimal customer experience to drive retention
-Expert-level advising/consulting across the GTM Ops framework, leading high-complexity work, gathering requirements, and project management
-Develop and refine roadmap to identify the client’s future needs to both help them mature their MOps and to develop a pipeline of impactful project work that align to company goals
-Leading workshops, client requirement gathering calls, and sandbox reviews
-Build and optimize a robust tech stack for clients across all of their tools
-Coordinate work with different members of the CS2 team (Solution Architects, Analytics, Campaign Operations, GTM/Marketing Ops, and CS2 Principal Consultants) to bring in specialized expertise for different projects
-Create and maintain client documentation, as well as create documentation templates
-Develop reporting infrastructure based on quality data for advanced reporting requirements in a client’s SFDC environment
-Mentorship, training, and sharing my expertise with the CS2 team so everyone improves together
-Help the CS2 team with internal initiatives, such as frameworks, methodologies, templates and business ops, project/task coaching, etc.

Senior Director of GTM Operations Strategy (Client Lead)

As Senior Director of Marketing Operations at CS2, I work directly with VPs, MOps Leaders, and CMOs at industry-leading growth-stage B2B companies to advance their marketing operations and achieve real business outcomes. 

-Manage 6-8 clients (client lead), provide strategic and tactical consulting, and build a relationship with excellent and regular client communications, spending the time to truly learn about them and their business
-Sample of projects: Funnel architecture (lifecycle), lead and account scoring, lead source & attribution, nurture, training & enablement, Marketo implementation, opt-in, analytics
-Develop and refine roadmap to identify the client’s future needs to both help them mature their MOps and to develop a pipeline of impactful project work that align to company goals
-Build and optimize a robust tech stack for clients across all of their tools (primarily: Marketo, SFDC but also tools like LeanData, HubSpot, Pardot, Drift, Zoominfo, 6sense, Bizible, Ringlead, Sendoso, Demandbase, Terminus, Outreach.io, SalesLoft, Zoom, GoToWebinar, On24, and more)
-Coordinate work with different members of the CS2 team (Solution Architects, Analytics, Campaign Operations, Marketing Ops, and CS2 Principal Consultants) to bring in specialized expertise for different projects
-Troubleshooting system issues within a client’s marketing automation system or CRM
-Create and maintain client documentation
-Develop reporting infrastructure based on quality data for advanced reporting requirements in a client’s SFDC environment
-Mentorship, training, and sharing my expertise with the CS2 team so everyone improves together
-Coach a team of Marketing Operations Managers on client projects, methodologies, career path, and strengths development
-Contribute to the CS2 team with The Revenue Growth Architects podcast, written content, videos, and events
-Help the CS2 team with internal initiatives, such as frameworks, methodologies, templates and business ops

Senior Director of Marketing Operations (Client Lead)

MarketingOps(dot)com

Ambassador and Founding Member of MarketingOps.com, run by Mike Rizzo. www.marketingops.com

Ambassador & Founding Member

Waystar

As the Head of Marketing Operations, I played a strategic leadership role within the Commercial Operations team to drive business growth across all segments as the expert in marketing technology, smart automation & rigorous performance management. I led a team to monitor, measure and analyze the effectiveness of marketing initiatives and programs, delivered key insights and recommendations that optimize marketing performance, and managed a growing set of technology platforms to drive scale. In addition, I was responsible for developing fact-based, decision-making and higher ROI on all marketing programs and driving process improvements. I combined my analytical thinking, data analysis, and cross-functional collaboration to optimize Waystar's digital programs to drive awareness, generate new prospects and advance existing opportunities.

-Partnered with leadership to define KPIs, create reporting and analyze campaign performance
-Led the improvement of data quality, hygiene practices and processes to enhance segmentation and automation
-Managed a team of marketing operations managers; articulating a vision, setting goals, and helping them achieve results through strong performance management and recognition
-Identified areas to scale Waystar's MarTech stack, including but not limited to Marketo, Drift, Bizible, Demandbase, Chili Piper, GoToWebinar + more
-Analyzed and optimized the Account-based Marketing (ABM) approach
-Led efforts to enhance the customer's digital journey to drive conversion while delivering best-in-class experiences
-Built out and optimized lead & account lifecycle and scoring models
-Collaborated with Sales Intelligence and CRM teams to create efficient reporting, data transparency and to build out data governance
-Managed program and data migration to Waystar's MarTech stack
-Delivered robust, automated, multi-touch marketing reporting that is accurate and tells a visual story

Director, Marketing Operations

Spirion

As Marketing Program Director, I worked closely with the CMO and Director of Communications to strategize and execute new logo integrated marketing programs that drove lead generation and brand awareness. I was responsible for go-to-market programs tracked in Marketo. I defined market themes for GTM lead gen efforts needed to maximize lead gen efforts to hit MQL goals and new business opportunities/pipeline, from strategy to execution to reporting/analytics to optimization. I created targeted ABM campaigns to accelerate leads & accounts through the funnel (improve funnel velocity), in order to increase average deal size and win rates to drive pipeline and revenue growth for the org.

I also was head of Marketing Operations strategy and all MarTech stack (selection, integrations & optimization), and managed Marketing Operations Manager. Oversaw attribution, lead nurturing, lead lifecycle, lead scoring, ABM, forms strategy, PathFactory content experience platform, Drift conversational marketing, webinars, cost allocation, revenue modeling, lead source methodology, funnel & revenue reporting analysis & optimization. 

Created PathFactory for Sales training for sales, customer success, and channel teams and conducted live and recorded training paths. Tech stack includes: Marketo, BrightTALK, PathFactory, Salesforce (SFDC), Drift, Consensus, and more.

I am a 6X Marketo Certified Expert (MCE) at the advanced level (Marketo Certified Master) and a Marketo Certified Solutions Architect (MCSA).

Spirion is the critical first step toward data privacy and security. We build and deliver the most accurate data discovery and classification solutions on the planet to position our customers for unparalleled data privacy, security, and regulatory compliance. https://www.spirion.com/

Marketing Program Director / Marketing Operations Director

Snagajob

As head of Marketing Operations, I led Snagajob's marketing operations strategy. I optimized Snagajob's Marketo marketing automation and was responsible for process building and refinement, marketing technology selection, implementation, governance and roadmap development, data management, prospect and customer segmentation, and best practices syndication. In addition, I was responsible for getting the most out of the MAP and CRM platforms to fuel innovative and effective marketing campaigns, and for building a rock solid operating infrastructure for our customer and prospect database. I maintained/enhanced attribution tracking and provide reporting on the effectiveness of campaigns and suggestions for campaign enhancements. 

I continually defined, developed, enhanced and delivered marketing operations strategies, processes, and analytics to drive quality lead identification, higher lead conversion, customer acquisition and retention and automation for growth at scale. In collaboration with Sales Operations, I owned the prospect and customer database, maintained/enhanced database quality, provided segmentation for marketing campaigns in compliance with applicable anti-spam laws. I also trained internal users on our B2B marketing technology stack and provided suggestions to better leverage Snagajob's marketing technology stack. I am a 6-time Marketo Certified Expert (MCE) and Marketo Certified Solutions Architect (MCSA).

Snagajob is America’s #1 hourly work marketplace; the country’s largest platform for hourly work. https://www.snagajob.com/

Marketing Operations Manager (Head of B2B Marketing Ops)

LeadMD

As Engagement Manager at LeadMD (Now ShiftParadigm), I lead a team of consultants and oversaw that project outcomes were met for the client, with an emphasis on maintaining efficient processes, resource needs and allocation, time management, and profit margin. I helped clients create profitable marketing strategies that drive new business revenue and growth as well as increase overall customer lifetime value (LTV) through retention and upsell/cross-sell. I worked to refine services/solutions that helped the client achieve their outcomes desired, as well as articulate best practices and delivery methodology. 

I also coached and provided professional development to consultants so that they could effectively support the client and broaden their strengths and skill sets in areas of marketing strategy, marketing operations, demand gen and campaign strategy, and business process. Partnered with Revenue Operations, Technology, Sales, and Marketing teams on account strategy and solutions to maintain, develop and expand client relationships.

I am a 6-time Marketo Certified Expert (MCE) and Marketo Certified Solutions Architect (MCSA). In addition, I specialize in content marketing, marketing campaigning, web personalization, social media marketing, and nurture/email marketing strategy. I also contributed to creating and instructing marketing-based curriculum for the modern marketer for our learning division, Six Bricks.

Engagement Manager (Director of Delivery for Go-to-Market practice)

As Senior Marketing Consultant (SMC), I worked with a team of marketing automation experts focused on delivering end-to-end demand generation programs for clients. I identified client needs, designed profitable marketing strategies and a plan for action, and managed their team to produce uncommon results. I provided guidance, mentoring, and thought leadership while overseeing the many moving parts to ensure success of LeadMD’s client organizations. 

In addition, I specialized in go-to-market campaigns, content marketing, web personalization, and nurture/email marketing strategy. 

Co-created and instructed marketing curriculum for LeadMD's career path training, Marketo Certified Expert, taking newbie marketers or experienced veterans through a series of insights from the basics through more complex concepts, testing their learnings in a simulated Marketo environment. 

Specifically, I helped:
*Strategize, create and build demand generation campaigns within Marketo
*Create strategy and implement all facets of the various platforms such as lead scoring, lead nurturing, automation, progressive profiling, cost allocation, revenue modeling & lead lifecycle programs, lead source methodology, all based on the LeadMD methodology
*Manage timelines and expectations to ensure client programs are completed on-time and within budget
*Communicate with clients to manage expectations, deliverables and modifications to their existing CRM and Marketo
*Develop a clear understanding of the LeadMD methodology and effectively communicate the methodology to clients & document requirements and projects
*Analyze, strategize, provide recommendations and implementation in areas of business process improvements, lead scoring, emails, nurture strategy, forms, buyer personas, campaign design (including lead sourcing, cost allocation, basic and advanced attribution, program ROI, reporting), and more

Senior Marketing Consultant

StrengthsDNA

I am a Personal Strengths Empowerment Coach, Owner of StrengthsDNA and The Strong Business Planner, and Host of The Strengths Empowered Entrepreneur Podcast (now retired podcast). I empower online service-based entrepreneurs to discover, appreciate, leverage, and support your strengths so that you can unapologetically be your authentic self, lead with purpose, and create more success, joy, and impact in your business and in the lives of those around you.

I wanted to create a business that could spread the strengths message…a strengths revolution. I want you to build a business that leverages your strengths and that you absolutely love. I want you to wake up every day so freaking excited to work and share your purpose...to use your strengths to serve and change the world.

Personal Strengths Empowerment Coach / Strengths-Based Business Coach / Owner

Independent Marketo Marketing Automation Consultant

Independent Marketo Marketing Automation Consultant and 6-time Marketo Certified Expert (MCE) and Marketo Certified Solutions Architect (MCSA). 

As an Independent Marketo Marketing Automation Consultant, I helped organizations set-up, implement and manage their Marketo instance in order to reach their marketing goals and streamline their marketing automation. From strategy, planning, executing, and coaching, I helped organizations on a project-basis, hourly, and recurring retainer. My specialties: Lead nurturing/engagement, program and campaign set-up and management, subscription center set-up and management, new Marketo instance admin and set-up, email and landing page creation (some HTML experience), program template creation, reporting, revenue cycle models, lead scoring, and overall management. I have experience using the Revenue Cycle Explorer analytics tool, as well as Real-Time Web Personalization module. Depending on the project, I did the work myself, was an extension of the client's marketing team, or trained teams on how to do the work themselves.

I worked virtually but also traveled locally to the Greater Grand Rapids, Michigan area for in-person training and coaching sessions as well. I have done consulting work for small businesses as well as large, global multi-billon dollar companies.

+ Marketo Certified Solutions Architect (MCSA)
+ 6x Marketo Certified Expert (2013-present)
+ 8 years of Marketo experience
+ 12 years of marketing automation and email marketing experience
+ 16 years overall B2B marketing experience
+ Have consulted part-time since April 2015, but full-time self-employed under my StrengthsDNA LLC company since May 2016.

Marketing Automation Consultant (Concentration: Marketo)

NTT Security (US) Inc. (Formerly Solutionary)

As Marketing Automation Manager, I managed all marketing campaigns through Marketo marketing automation platform to drive lead generation. I developed and delivered effective marketing campaigns to support sales initiatives as well as evaluated program effectiveness through analytics and reporting dashboards (including Marketo Revenue Explorer). In addition, I designed and executed an effective lead nurturing strategy to generate qualified leads that drive business growth. I worked with the Salesforce.com Administrator to build dashboards and reports that track campaign metrics, as well as work with other marketing team members, product management, and sales management to enhance lead generation activities. In addition, I managed live chat campaigns for our website in LiveEngage (Liveperson). Other duties: Created, designed and layout of forms, landing pages and emails; wrote and edited emails and marketing materials. 

Solutionary, an NTT Group Security Company (NYSE: NTT), is the next generation managed security service provider (MSSP). Focused on global threat intelligence, Solutionary protects traditional and virtual IT infrastructures, cloud environments and mobile data. Clients are able to optimize security programs, make informed decisions, achieve compliance and reduce costs.  For more information, visit www.solutionary.com. Solutionary is a wholly owned subsidiary of NTT (Nippon Telegraph and Telephone), a $130 billon company operating across 69 countries – the world's largest global IT and telecommunications services company and is ranked 29th on Fortune's Global 500 list. For more information, visit www.ntt.co.jp.

Marketing Automation Manager

BluJay Solutions (Formerly LeanLogistics)

As Marketing Programs Manager, I developed and executed a comprehensive B2B marketing programs strategy that aligned with corporate initiatives, including tradeshows, conferences, webinars, and email marketing & nurturing programs. I managed programs strategy globally for North America and Europe/EMEA. I increased the number of leads generated from webinars and events all while decreasing the average cost/lead (acquisition cost). I developed targeted digital marketing campaigns to nurture prospective customers to support the lead generation and sales teams - including copywriting, design, and execution. Other duties included managing the marketing programs budget, evaluating program effectiveness through metrics, and creating an overall marketing programs strategy. I also assisted in creating targeting online & print advertising campaigns that have been featured in Food Shippers, Logistics Management, Inbound Logistics, and CSCMP. Specific experience in managing SaaS-based cloud technologies and admin-experience with marketing automation platforms Pardot and Marketo.

LeanLogistics provided transportation management software and services. Through mergers/acquisitions, LeanLogistics is now known as BluJay Solutions: http://www.blujaysolutions.com/

Marketing Programs Manager

Experienced marketing strategist with 20 years in marketing operations, GTM strategy, and automation. As a 2022 Adobe Marketo Engage Champion, Adobe Certified Master Marketo Engage Architect and 8-time Adobe Certified Expert Marketo Engage Business Practitioner (Marketo Certified Expert) with 13+ years leading marketing operations teams and administering Marketo (the last 8 of which were at senior consultant and/or Director/Sr. Director level), I have extensive experience helping organizations drive business growth, operational excellence and insightful analytics. 

As an MBA graduate, I bring the business and marketing acumen required to lead others and contribute to company KPI’s. With four years of consulting experience, in addition to in-house positions, I have worked with global, multi-billion dollar organizations, start-ups, and everything in between, allowing me to adapt quickly to a new industry, thrive in a fast-paced environment and be agile in both strategy and tactics to fit the use-case. Excellence, achievement, relationships, vision of the future, strategy, curiosity and coaching are what energize me the most. 

I naturally seek to make things better (excellence & optimization are my middle names) and love learning + teaching/coaching. I strive to do meaningful work that makes a big impact and love thinking & strategizing about the future and using data/analytics mixed with experience to drive that path forward.

Key areas of focus: GTM operations, marketing operations, MarTech strategy & optimization, reporting & analytics (funnel, revenue/ROI, campaigns), program execution & optimization, business process improvement, people management, instructional design/curriculum development + course creation, training + coaching + teaching and mentoring.

MY STRENGTHS PROFILE
Gallup CliftonStrengths® Assessment - Top 10 Strengths Themes:
Maximizer, Responsibility, Relator, Learner, Achiever, Futuristic, Significance, Strategic, Input, Focus
Read descriptions: https://www.gallup.com/cliftonstrengths/en/253715/34-cliftonstrengths-themes.aspx

I earned a Master in Business Administration (MBA) degree from Western Michigan University’s Haworth College of Business. 4-time Featured MBA Alumni in University publications, including being awarded in the 2021 edition of The 30 (see featured section). I am also a graduate of the 2011 Class of Emerging Leaders at the Center for Community Leadership (GR Area Chamber of Commerce) in Grand Rapids.

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Justin Norris

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