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

Attribution Academy

Attribution Academy is where HubSpot marketers learn to prove their impact on revenue. Get certified at attribution.academy!

Founder & Chief Education Officer

HubSpot Academy

Leading a 6-week bootcamp on how to integrate HubSpot's AI tools into business process for marketing, sales, and service.

AI Bootcamp Instructor 

Profoundly

Interviews with leaders of HubSpot Solutions Partners about how to succeed in the HubSpot ecosystem. Launching Summer 2025! Interested in being a guest speaker? DM me!

Co-Host of "The Partner Playbook" Podcast

Reddit, Inc.

Serves as moderator for a 13,000+ member community forum focused on discussions and questions about HubSpot.

r/hubspot Moderator

Aptitude 8

I help Aptitude 8 develop and distribute content that focuses on technical use cases of HubSpot for enterprise companies.

Content Evangelist

- Scaled revenue from $3m to $10m in 2 years
- Moved A8 upmarket by more than 8x-ing our average deal size
- Oversaw HubSpot portal migrations for two mergers/acquisitions
- Helped A8 go from unranked to #1 in HubSpot's Global Partner of the Year rankings
- Built robust lead scoring, lifecycle stage automation, and lead flow to support warm outbound
- Created a library of 500+ instructional HubSpot videos for education, training, sales enablement, and more

Director of Demand Gen + Marketing Ops

- Served as project lead on the Marketing Ops team, defining strategy for clients and managing consultants and associates on projects
- Completed a double migration for Uber Freight, merging Marketo and Pardot into HubSpot after an acquisition, saving them $180k in annual tech spend
- Designed a custom attribution system for a global marketing team using UTM parameters, HubSpot workflows, and Salesforce Campaigns

Sr. RevOps Consultant

Array

Built Array's marketing department from the ground up. In two years I achieved the following:

- Created an ABM strategy that influenced over $7m in revenue
- Increased the # of target accounts with monthly website visits by 136% 
- Increased target accounts that have had a demo by 42%
- Oversaw a company rebrand and website redesign

Head of Marketing

WealthForge

Owned marketing automation and lead generation through digital channels for the company's technology products and financial services. Branded and successfully launched WealthForge's Altigo SaaS platform.

See some of my content here: https://www.wealthforge.com/insights/author/ryan-gunn

Senior Digital Marketing Manager

Grew inbound lead development by 50% and organic web traffic by 143% in my first year

Marketing Manager

Boyle Public Affairs

Managed digital marketing, including social media, blogging, email, and downloadable content offerings for 5 clients

Inbound Marketing Consultant

The Sofia, Home of B Street Theatre

Redesigned social media strategy leading to a 70% increase in engagement

Marketing Consultant

Tupelo Press

Designed and helped launch the online edition of Tupelo Quarterly magazine. Formatted the magazine for the first year of publication.

Layout + Design Editor

🧡 I help implement, integrate, optimize, and extend your GTM operations with HubSpot & AI

Marketing budgets are getting tighter. Headcounts are frozen. And yet the pressure to drive revenue has never been higher. 

That’s why I teach marketers how to master HubSpot and scale their marketing efforts efficiently. 

HubSpot isn’t just a tool — it’s the system that connects marketing to revenue. When you understand how to model data, automate workflows, and measure results inside HubSpot, you become the person who can prove impact, move faster than the competition, and earn trust across the org.

I’ve spent over a decade leading strategy for high-growth companies and elite HubSpot partners. I help marketers build the skills they need to protect their budgets, grow their influence, and future-proof their careers — all using HubSpot.

Ryan Gunn

Multi-touch attribution on a HubSpot Pro plan is a tough nut to crack, but here's a simple solution:

Create a multi-checkbox property (NOT a single-select dropdown). It could be a list of marketing channels, campaigns, or events. 

Taking the marketing channels example, you can use a workflows to check the box of the relevant channel as it happens. 

Someone clicks on a newsletter link, check the Email Marketing box. 

Someone fills out a form with a UTM from G2, check the Review Site box. 

Someone's Latest Traffic Source drilldown property is LinkedIn, check the Social box. 

Just make sure to "Append" the value rather than replace it. 

You'll even get a rough sense of customer journey flow, because the options will appear chronologically in the order they were checked. 

Then, to tie that channel influence to revenue, copy the data from the contact to another multi-select on the deal record as soon as a deal is created. (DON'T use a sync property, because you don't want it to update if the contact keeps engaging after the deal closes)

Now you can see how much revenue was influenced by each channel. 

Is it a perfect solution? No. 

But is it better than the native campaign attribution reporting that HubSpot provides? Most definitely. 

P.S. I am launching a course on how to do attribution in HubSpot. 

Sign up for the Attribution Mastery Certification Course by Attribution Academy here: https://lnkd.in/erY2QhA3

Learn marketing attribution in HubSpot 🎓 Attribution Academy

Recently I’ve started using a HubSpot + Google Docs integration for contracting and quoting and it’s made me realize how over-engineered most sales solutions are. 

Each one has its own document management, CMS-style design tools, personalization tokens, and automation. 

Which is silly, because I already have Google Drive, Google Docs, and HubSpot to do all of those individual things.

Sales teams don’t need more tabs open in their browsers. They need simple automation and integration tools that allow them to do more in the tools they already use. 

So, when I found out about Portant, I got big, googly, cartoon heart eyes. 

You mean to tell me, I can use Google Suite’s document organization and simple design and HubSpot’s sales data and automation to do something that other companies are treating like an enterprise platform application??

As someone who has become fanatical about limiting context switching at work, this was music to my ears.

In tomorrow’s #Hubsessed newsletter, I’ll break down how Portant works, what cool native-feeling HubSpot functionality is built-in (App Objects!!!), and why something like this is better than apps that make you leave the tools you spend most of your day-to-day working in. 

I’ve also come up with 3 real-world use cases to try:
1. Deal stage automation + contract lifecycle automation in one workflow
2. Dynamic billing term insertion using tokens in a Google Doc
3. Measuring sales velocity and time-saved to see ROI

Don’t want to miss it? Click “view my newsletter” at the top of this post to subscribe.

Not sure how to use Data Agent actions in workflows? How about for AI-powered attribution!

I created this workflow that intakes responses to "How did you hear about us?" from bottom-of-funnel forms and categorizes the response to set a custom Lead Source property. 

This works far better than using non-AI logic, like searching for specific keywords in the response, because Breeze can take in the full context of the response and output the best fit option. 

This turns qualitative, unstructured data into quantitative, reportable data. 

And you know what else AI is good for? Determining when you should add new Lead Source dropdown options. 

You can ask Breeze Assistant to analyze all of the self-reported attribution responses for contacts that have a Lead Source of "Other" and identify channels you might not be aware of. 

Really excited to see what other ways AI can impact how we think about attribution. 

P.S. I am teaching a course on how to build custom attribution in HubSpot! It launches on Attribution Academy later this year, but if you sign up before launch, you can get a discount on your enrollment.

Learn marketing attribution in HubSpot 🧭 Attribution Academy

If you are manually updating your deal stages after you get a signed contract back from a new client, what are you even doing?

I’ve been messing around with Portant for contracting and quoting, and one of the things I am most impressed by is how easily you can integrate contract lifecycle management into your deal stage automation. 

Here’s how it works:

1. Set a workflow trigger: I like to use a deal stage called “Ready for Contract”

2. Portant auto-generates a contract using a saved Google Doc template and personalization tokens to fill in deal data from HubSpot

3. Portant sends that doc to your VP of Sales for approval

4. When approved, Portant sends the contract to the client for signing

5. Trigger a HubSpot workflow action to update the deal stage to “Contract Sent”

6. When the contract is signed, trigger a HubSpot workflow action to update the deal stage to “Closed Won”

This is obviously a simplified version of things. You can add branching logic for what happens if a contract is not approved or signed, notifications and reminders for approvals and signing, and post-signing automation like enrolling the client in an onboarding flow. 

I feel like the best HubSpot solutions are deceptively simple, and over the past few weeks I have definitely found that Portant falls into that category. 

I did a full review of it in my newsletter, #Hubsessed, including talking about how Portant is pushing the boundaries of what an integration can do by using HubSpot’s App Objects and UI cards to make HubSpot native functionality. 

Click “View my newsletter” at the top of this post to read the full post!

ROI isn’t always calculated by looking at how many more deals were won because of an investment. 

Two critical metrics to consider, especially when adopting a new sales tool, are time savings and deal velocity. 

Over the past few weeks, I’ve been testing out Portant’s contract lifecycle automation and it got me thinking about how to report on these operational benefits. 


1) Time savings:

Each document you create via automation comes with time savings.

Say they spend 30 minutes creating each contract and another 20 following up. 

With Portant, you can create a calculated property that looks at how many document App Object records are associated with deals and multiply that by 30 minutes to get document creation time savings. 

Then in another calculated property, multiply the number of document objects with a status of “signed” by 20 minutes. 

Add those together and you’ve got a damn good estimate of how much total time you are saving.


2) Deal velocity:

When you build automation to do contract follow ups for you, you are going to massively accelerate your pipelines bottom-of-funnel.

Run a pilot with a few of your reps, while the others keep doing things manually. Then create a report showing the average time-to-close, comparing the results of those two groups. 


If you can speed up time to close and eliminate non-revenue generating work from your sales reps’ plates, maybe you don’t need to hire that 9th sales rep. Because now, your current team is now able to do more prospecting and close more deals than an additional rep could with the clunky legacy processes. 

And this doesn't even take into consideration the time savings you get from not having to train your reps on new tools. Portant uses HubSpot and Google Docs (tools they are likely already using every day) for 99% of the work. 

Fast onboarding, high adoption, and no context-switching. 

I did a full review in my newsletter, #Hubsessed, including talking about how Portant is pushing the boundaries of what an integration can do by using HubSpot’s App Objects and UI cards to make HubSpot native functionality. 

Click “View my newsletter” at the top of this post to read the full post!

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Ryan Gunn

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The Battle

Justin Norris

Ryan Gunn

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Ryan Gunn's LinkedIn Performance

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