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

Richard Wasylynchuk

Theory Catalyst

We work with Seed to Series B startups to develop & implement Go to Market strategies that get you on the path to predictable revenue.

We de-risk marketing & sales investments by partnering with clients to build their in-house GTM domain expertise and ultimately their initial GTM team.

Advisor

ZayZoon

Vice President, Business Operations

RW Revenue Operations Consulting

Providing fractional Revenue Operations, Marketing Operations and GTM leadership.

Principal Consultant

BrainStation

Lead Instructor - Digital Marketing

Revenue Collective

Rising Executives School Graduate (April 2022). Learned the leadership, management, and core competencies needed to succeed at the executive level.

Enterprise GTM School Graduate (February 2022). Learned how to build and execute effective Enterprise GTM strategies.

Revenue Growth Architecture School Graduate (July 2021). Learned the key skills, strategies, and scientific models needed to be a revenue growth architect, including the principles of recurring revenue, the GTM operating model, the SPICED methodology, identifying moments that matter, and more.

RevOps Summer School Graduate (September 2021). Learned the key skills and strategies needed as a revops leader, including building a successful forecasting model, driving outcomes, developing a cadence, and hiring top revops talent.

The Revenue Collective is a private, invitation-only community of sales and marketing executives at growth-focused companies.

Our community is designed to support the professional development of revenue leaders at high growth companies, facilitate the sharing of best practices, and serve as a trusted private community where Members can openly discuss business critical issues with the comfort of privacy and confidentiality.

Executive Member

Nitrogen

Senior Director, Marketing Operations

Tugboat Logic by OneTrust

Leading a cross-functional operations team consisting of marketing, sales, and customer success operations as well as sales enablement and effectiveness. The mandate of the revenue operations team is to drive growth for Tugboat Logic through automation, process development, technology, data and insights. With the acquisition by OneTrust the team is also participating in integration works between the two organizations, focused on systems and process integrations and transformation.

Vice President, Revenue Operations

Visier Inc.

Responsibilities include leading the development of a revenue operations function, defining the vision, developing the strategy around analytics and insights, process development and improvement, data governance, and cross-functional alignment.  
Key Accomplishments:
- Process design to support business transformation, optimizing existing and designing new processes.
- Go-to-market technology and infrastructure strategy and roadmap.
- Own organizational data governance, particularly around the use of SFDC

Senior Director, Revenue Operations

Responsibilities include leading, developing and growing the demand generation, marketing operations and partner marketing functions at Visier.
Key Accomplishments:
- Developing an analytics strategy to provide insight around demand program effectiveness
- Running analysis on demand generation KPIs, return on marketing investments and full funnel activity.
- Ownership of the marketing operations budget, tech strategy and procurement.
- Running our marketing automation platform (Marketo) including data governance and a centralized production team to support the broader marketing program execution.
- Tech implementations – Marketo, Sendoso, Allocadia, Outreach, LeanData, 6Connex, Bizible, Drift, Clerabit
- Recognized as Marketo Fearless50

Senior Director, Global Marketing Operations and Strategy

Responsibilities include development and optimization of marketing technology, optimization of marketing program operations (webinars, website, online advertising, field marketing, ABM programs, content syndication, nurture programs, direct marketing), management of inbound sales development team, development and optimization of end-to-end program reporting with focus on marketing contribution to pipeline and revenue.
Key Accomplishments:
- Transitioned the inbound sales function into marketing and built a team from the ground up to 6 inbound reps
- Built out the marketing operations team from one contributor to 3, developing a roadmap for martech and process development
- Tech implementations - Brightfunnel, PFL, Engagio, Reachforce, Allocadia, Outreach, LeanData, CVent, Bizible

Director, Marketing Operations and Technology

Responsibilities include lead/demand generation, campaign strategy and execution, digital strategy, end to end analytics and reporting.
Key Accomplishments:
- Participate in senior leadership business reviews, development of marketing budget and setting/forecasting targets for marketing contribution to revenue
- Managed channel partners (webinars, content syndication, eblast, online advertising), tested channel performance, optimized programs to consistently over deliver on inbound targets
- Implemented Marketo, successfully moved off HubSpot to Marketo with no disruption or data loss
- Implemented lead scoring model to determine priority of leads. Implemented nurture tracks to help improve engagement
- Implemented ReachForce to support improvements in data quality and smart forms
- Manage technical components of the website
- Developed tracking and reporting in SFDC and Marketo to continually report and optimize marketing results

Director, Demand Marketing

Marketo, an Adobe Company

Co-lead the Vancouver user group. Responsible for setting up user group events, including themes, location, speakers and potential sponsorships.

Co-Lead - Marketo User Group - Vancouver Chapter

Vision Critical

Vision Critical provides a cloud-based customer intelligence platform that allows companies to build engaged, secure communities of customers they can use continuously, across the enterprise, for ongoing, real-time feedback and insight. Designed for today’s always-on, social and mobile savvy customer, Vision Critical’s technology helps large, customer-centric enterprises discover what their customers want so they can deliver what they need. 

Responsibilities include campaign development and execution, database management, digital strategy, development of marketing tech stack, end to end analytics and reporting.
Key Accomplishments
- Grew demand generation team from a single role to a team of 4 (web developer, marketing analyst, demand generation marketing manager)
- Optimization of both CRM (salesforce.com) and marketing automation platform (Marketo)
- Utilized and maintained CRM for pipeline tracking
- Website development and optimization

Driving Organizational Transformation | MOPs | SOPs | RevOps | Demand Generation | Marketo Fearless 50

Certified SFDC Administrator | Certified SFDC Sales Consultant | Certified Marketo Expert | Marketo Champion 2014 | Certified Web Analyst | Marketo Fearless50

I'm an operations professional with 15+ years experience working in the technology industry. I'm passionate about process development and improvement, particularly using data and systems to help make operations more effective and efficient in generating results. I've often been described as "the wizard behind the curtain" and quickly become a trusted source when looking for insight and analysis to find out what's really going on. I'm one of those unusual individuals that comes from an extremely creative background but also one that likes to geek out with numbers. In my current and past roles I have always believed in developing a more transparent, efficient and accountable view of revenue operations.

I have a lifelong passion to learn, and am obsessed with writing certification exams. You'll often find me taking courses or studying for yet another exam. When I'm not learning, you'll find me training for another race (10km, 15km, half and full marathons).

Specialties: marketing technology development and integration, insights/analytics and reporting, marketing automation, SFDC development and optimization, lead/demand generation, online marketing strategy and planning, funnel optimization, email campaigns, webinars, landing pages, SEO/SEM, web analytics, sales process design, branding, strategy, communications

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Justin Norris

Richard Wasylynchuk

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