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

Email snafus are the classic "m'oops" scenario: broken/wrong links, image placeholders, "hello {firstname}}", "test subject line", no unsubscribe option, missing address...if you are in MOPS you've seen it all and have scars to prove it. 

This is why MOPS pros have extensive pre-flight QA checklists. 

Also: this work is super boring and no one wants to do it. 

This is a great example of what I call an "adaptive" AI use case: not deterministic enough for code, but not creative enough that it truly requires human input. 

An LLM can do this work, present it's report, and a human can sign off. 

This is what Ahmed Datoo and Alysha 🌟 Khan have built and it's free. I tested it the other day and it was very cool. 

Just send your email to a test address, get a report back. No integration required. 

I think this is a no-brainer and I don't see why I wouldn't do it for every email I send. 

Check it out: https://lnkd.in/gBzTimjf

AI + Automation Architect | Marketing Ops Leader @ 360Learning | Editor @ aibuilders.blog

Jon Spiesman

One Percent Better Leader

Just like other skills, leadership is something that improves through willingness and consistent practice.  No one becomes a true leader overnight, but working at it consistently and targeting small improvements over time leads to great results!  Are you willing to put the effort in to get 1% better today?  OPBL is dedicated to helping leaders achieve their goals 1% at a time.

Founder and CEO

Tala Peak Leadership, LLC

"Culture eats strategy for breakfast" - Peter Drucker.  I help leaders intentionally build the culture of their organizations and exceed their goals.  Tala Peak Leadership works with leaders to analyze their situation and create a specific plan to shift the culture of the organization and create measurable results.

Managing Owner

Center for Executive Coaching

Certified Executive Coach 

Bayer

Business lead for Integration of Bayer and Monsanto entities, business processes, and ERP systems.  Set up enterprise project governance and project management systems for $200M integration effort.  Identified and recruited talented leadership team.  Drove collaborative teamwork across teams of Monsanto and Bayer experts, senior executive stakeholders, and complex business teams.  Maintained highly engaged teams throughout grueling and intense 2 year project schedule through visible and authentic leadership, fun and engaging team activities, and regular newsletters and town hall style communications.  Project stakeholder management and communications was considered best-in-class internally and was implemented on other enterprise critical projects.  Creatively addressed the challenges that COVID placed on a global project team to achieve an on-time implementation with fully remote teams.

VP, Business Lead US/CA Integration Project

Continuation of Monsanto role through transition to Bayer ownership.  Responsible for customer support and account management, logistics and delivery, and business process support for $8B revenue business.  Lead team of ~500 with $50M direct budget managing ~$200M of Logistics spend.  Leader of cross functional team, each leader with diverse and independent functions and sometimes diverging interests.  This role required a CEO mindset to elevate vision of team success and foster collaborative teamwork.  Consistently maintained highest levels of engagement scores within function/division/region by prioritizing communication, clear goals, employee trust, and celebrating wins.  Success required effective team building, stakeholder management, authentic leadership presence, and high personal accountability and credibility.
Notable Accomplishments in Team Performance and Innovation Leadership:
•	Defined and implemented new business model pilot for outcome-based pricing and direct to farm delivery
•	Implemented Monsanto’s first Digital Transformation of customer experience encompassing B2B strategy, customer portal strategy, digital finance tools, and market funding tools.
•	Implemented TMS system for transportation optimization and shipment visibility – project won global recognition from JDA for customer value creation, completed on-time, and achieved savings goals.
•	Implemented perfect order metric to drive improved customer experience and streamline processes
•	First implementation of Robotic Process Automation – automating ~10,000 process steps in first year.
•	Implemented hub support model across select support functions to enable standardization and efficiency gains of 20% in cost and resourcing

Director, North America Customer Care

Monsanto Company

Responsible for customer support and account management, logistics and delivery, and business process support for $8B revenue business.  Lead team of ~500 with $50M direct budget managing $200M of Logistics spend.  Responsible for customer support and account management, logistics and delivery, and business process support for $8B revenue business.  Lead team of ~500 with $50M direct budget managing ~$200M of Logistics spend.  Leader of cross functional team, each leader with diverse and independent functions and sometimes diverging interests.  This role required a CEO mindset to elevate vision of team success and foster collaborative teamwork.  Consistently maintained highest levels of engagement scores within function/division/region by prioritizing communication, clear goals, employee trust, and celebrating wins.  Success required effective team building, stakeholder management, authentic leadership presence, and high personal accountability and credibility.
Notable Accomplishments in Team Performance and Innovation Leadership:
•	Defined and implemented new business model pilot for outcome-based pricing and direct to farm delivery
•	Implemented Monsanto’s first Digital Transformation of customer experience encompassing B2B strategy, customer portal strategy, digital finance tools, and market funding tools.
•	Implemented TMS system for transportation optimization and shipment visibility – project won global recognition from JDA for customer value creation, completed on-time, and achieved savings goals.
•	Implemented perfect order metric to drive improved customer experience and streamline processes
•	First implementation of Robotic Process Automation – automating ~10,000 process steps in first year.
•	Implemented hub support model across select support functions to enable standardization and efficiency gains of 20% in cost and resourcing

Promoted to Lead cross functional team including Customer support and account management, logistics, demand and distribution planning, and business process support for $6.5B revenue business.  Success in this role required strong partnering and negotiation with sales and marketing functions and functional global leadership.
Notable Accomplishment Areas in Operational Excellence and Innovation Leadership:
•	Led first Monsanto implementation of SFDC – over 1M cases, 36% increased NPS, 49% reduction in resolution time, and 32% improvement in customer effort score.
•	Implemented Monsanto first mobile track and trace and delivery feedback process, enabling real-time feedback on 19,000 deliveries with a satisfaction rating of 99%.
•	Implemented new OTC system to enable movement of $800M brand to agency model.
•	Established dashboards, metrics, and governance processes to drive consistent operational excellence across business lines.  The improved target setting and harmonization between functions delivered $10M in logistics savings, improved OTD, and a 90% variance reduction against quarterly targets.

Director, US Supply Chain

Notable Accomplishments
•	Influenced key decisions makers to change the strategic plan for the 5 year soy crop LRP through creation of a model to help bring visibility to hidden costs and risk associated with the ramping up of new product volumes.
•	Created and implemented novel contingency plans to replace 20% of total supply plan impacted by historic 2012 drought conditions.

Director, North America Soybean Seed Mfg

Notable Accomplishments:
•	Led first Monsanto implementation of new SC model integrating Procurement, Planning, Logistics, and Customer operations into one organization.  
•	Post-centralization of Customer Service function led a full re-evaluation of the function and the OTC processes which led to several impactful initiatives including:  Implementation of a new distribution model in Italy reducing product returns by 50% with an increase in sales, implementation of a front/back office split in Customer Service enabling 50% improvement in efficiency and labor arbitrage of $2.5M USD to East Europe.
•	Designed and implemented a new Procurement model for EMEA, increasing staff H/C from 1 to 45 but reaching breakeven savings 7 months into first year and 2X committed financial contribution over 3 years ($70M USD).
•	Led definition and implementation of first measure of NPS and OTD in EMEA and drove a 10% improvement against baseline in the first year.
•	Oversight of hosted site shutdown and demolition in Antwerp, Belgium including negotiated settlement with asset owners, labor unions, and works councils.

EMEA Supply Chain Director

Manufacturing Business Unit Leader

Monsanto

Production Planning

Area Leader

Site Manager

Freeing Execs to work ON their business instead of IN their business.

You finally have time set for that romantic dinner date with your spouse.  Her favorite location, the smell of butter, garlic, and wine wafting from the kitchen as you imagine a plate of Veal Parmigiano.  The maitre’d seats you and you open the menu as you feel a familiar buzz from your jacket pocket….
Your phone ringing.  It's work…again.

You missed another of your son’s soccer games.  His dejected gaze at his shoes when you explain, it carves at your soul.  That look from your wife….all too familiar.  

You can see that your strategy is outdated, opportunities laying lonely on the table like those magazines articles you keep meaning to read.  

You just need time…you need to get ahead of a few things.  You need freedom to work on your business, not stuck feeling trapped in your business.

You sacrificed much to build your business.  You deserve success….you also deserve to live your life and enjoy what you have built, not be a slave to it.  You can regain your treasured personal time, you can pursue those business opportunities and catalyze the next level of growth.

If you recognize yourself here….there is hope.  You grew your business career one block at a time…the way out of this situation is the same….to grow out of it. 

I use proven coaching frameworks to target measurable improvement areas for your leadership.  True organizational change starts through courageous change with senior leaders like you.  I’m so confident in this process that I offer a results guarantee.  You will see measurable improvement or you don't pay.  What do you have to lose?

Want a leadership master-class? The Johari window is a pretty good candidate.

Leadership is relationship…when relationships and trust are strong, you have a good chance as a leader.

The Johari window is a framework to expand trust and achieve potential.

The “arena” is where you can openly lead….leveraging your strengths and those of others to achieve results.

In the arena - you build trust through competence and leading with humility.

You also build trust through vulnerability - sharing some of the hidden things in the ‘facade’.

What are the things that you lose sleep over? What are you working on to be a better leader?

Vulnerability requires a lot of courage but it brings humanity into the leadership equation.

When you have gained enough trust, you may start to learn about “blindspots”.

In my last post, we talked about blindspots….negative or positive, they represent opportunity.

A workplace with trusted relationships allows for exploration into the “unknown”.

When you are consistently expanding the arena by shrinking the other three quadrants….I would wager your results will be strong.

It may seem oversimplified to think about this with a 2x2 matrix.

But if you really think about it….does leadership need to be more complicated than this?

What is missing for you?

Have you seen or used the Johari window before?

💡Leadership Tips that make you think
🔔 Follow me or connect if you are cheeky

Best sketchnote by Tanmay Vora ✍️ — make sure to give him a follow!

#EncouragingLeaders #JohariWindow #Leadership #Trust #GreatPlaceToWork #LeadershipDevelopment

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