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

Jon Westover

Optiqs

A lot of marketers buy a Marketing Automation tool like Marketo or Hubspot to help them align with sales and grow revenue but then end up using it just for email. 

At Optiqs we help our customers get the most out of their technology investments by aligning their tech to how they sell across marketing and sales.

We build dependable repeatable processes that grow revenue and bridge the gap between marketing and sales. We arm sales with marketing signals that matter. We give marketing clear visibility into what marketing’s working and what is not.

Founder

Debt Fireball

Debt is a problem. One that is growing. The average American household has over $30K of consumer debt. That's not talking about a mortgage. That's a lot. Debt holds people back from realizing a lot of their goals. 

We are on a mission to help make debt repayment a fun and enjoyable process that will actually help people get out of debt. Not just kick the can down the road into another loan. 

We are Debt Fireball. debtfireball.io

Co-Founder

Concord

•	Working cross-functionally wrote and launched a nurture to our free trial users which led to a 6X increase in product adoption and influenced $113,000 in ARR over the course of 4 months.
•	Helped lead the transition of lifecycle processes from a traditional B2B model to a hybrid Product Led Growth model. 
•	Launched lead scoring that successfully led to $23k in additional NB pipe aside from the traditional lead flow.
•	Updated attribution to a simpler model via utms and campaigns in Salesforce.
•	Revamped our Lead Routing through LeanData which lead to cleaner de-duping, account matching, and lead routing.

Senior Manager, Marketing Automation and Operations

InMoment

•	Marketo Certified Expert 2018. 
•	Mapped out a data flow and created a data upload processes to ensure data input accuracy.
•	Created executive-level dashboards in Salesforce that spanned the Demand Funnel from lead to closed-won bookings influenced by Marketing.
•	Deployed email nurture which led to a 300% increase in engagement from traditional email program.
•	Trained an intern which turned into a full time position as our Email Marketing Specialist.
•	Implemented a Lead Scoring program in collaboration with Account Development which helped ensure proper targeting.
•	Developed execution checklists to ensure speed and accuracy for Automation Operations.

Manager, Marketing Automation and Operations

Verisk

•Oracle Marketing Cloud Acadamy B2B Luminary. 
•Created an automated renewal program that processed $3.7M in under a year. 
•Experience setting up lead score program. 
•Fixed errors and correctly set up integration of Eloqua with Salesforce. 
•Worked with developers to integrate data imports into Eloqua from SFTP servers, API's and products.

Marketing Automation Manager

Xactware

•	Executed and maintained complex lead nurture programs including decision steps, cloud connectors and automation flow. 
•	Managed a database of over 300,000 contacts. 
•	Designed and implemented the CASL compliance strategy. 
•	Collaborated with developers to integrate email nurture campaigns. QA tested before they were launched.

Marketing Automation Specialist

•	Co-managed Google Adwords PPC campaign of over $26,000 spend. 
•	Pulled in $83,326 of revenue. 
•	Identified over $10,000 a month of Ad Spend waste. 
•	Increased ROAS to $3.98 An increase of over 220%.
•	Increased CTR above 2% for Search campaigns
•	Reduced Bounce Rate from 40% to below 20%
•	Designed and implemented the restructure of the entire Adwords account.

Internet Marketing Intern

Shave and Shine (Student run Company)

•	Student Run Business that sold over $15,000 of product with a profit of  30%.
•	Spearheaded a social media contest that increased  awareness of our brand and product from 28% to 50%.
•	Wrote and produced a commercial presented to 2,000 BYU-I students.
•	Organized with a friend “The Worlds Largest Shaving Cream Fight” in 10 days that involved over 860 individuals. Contest was mentioned on the local evening news in Idaho Falls, Idaho.
•	Prepared Shave and Shine’s financial statements that included the Income Statement, Balance Sheet and Cash Flow Statement.
•	Business received the second highest score of 96  in the IBC competition for the semester.

Social Media Manager

Edge Pest Control

•	Salesman: Sold over $102,289 in gross sales over a 4 month period. 
•	Goal Oriented: Set a goal which helped me to excel to sell 110 accounts in a 4 month period. 
•	Self-motivated. Worked alone knocking door to door in pursuit of my goal. 
•	Perseverant. Knocked for 8 hours a day receiving many no’s, in pursuit of a yes. With every no I was one step closer towards success.

Sales Rep

Elite Home Security

•	Sold over $178,865 in gross sales over an 8 week period.
•	Motivated and helped trained a team of 33 sales reps.
•	Held highest contract value in office. More than $550 a contract.

Golds Gym

•	Sold over $500,000 in gross sales over a year and a half. 
•	Earned 1st place in a sales contest to sell a combination of gym membership and training contracts.

Sales Rep/ Membership Consultant

Delivering the clarity marketing leaders need to make strategic decisions.

While working in house as a Marketing Ops pro, I was searching for the "holy grail" of ops setups but never found it.

It bothered me how what was being talked about on stage and what the reality was for how companies used technology was vastly different.

I'd go to marketing events and feel like I was the dumbest person in the room because my tech stack looked nothing like these "experts!"

One day as I was working I realized companies aren't using their software well because they don't have the basics down and they are trying to do intense sophisticated things. 

There is no point in multi touch attribution if you don’t have a good lead management process.

This led me to start Optiqs, a marketing operations agency that is focused on helping companies use Marketing Technology for more than just email.

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The Battle

Justin Norris

Jon Westover

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