The New SMB Growth Playbook with Mark Girvan

Mark Girvan is the Chief Revenue Officer at Cin7, a global SaaS company helping SMBs connect inventory, orders, and fulfillment across every sales channel. With over 20 years of experience in SaaS and business growth, including a leadership role at FreshBooks, Mark has a proven record of helping businesses scale sustainably through smart systems and data-driven operations.

The No.1 eCom Operations hack:
“You get into this trap of revenue being the only thing that you care about… but it’s actually margin and what you can take out of the business that makes a business profitable over time.”

You Will Learn:

Why revenue ≠ profit (and how to fix it)
How to unify operations without bloated ERPs
The practical role of AI as an SMB co-pilot
How omnichannel protects you from volatility
Why automation must serve workflows, not features

Show Notes:

(00:01:52) Who is Mark Girvan?
(00:03:09) Scalability systems vs size in e-commerce
(00:04:29) Common scaling mistake businesses repeat
(00:05:45) Why collaboration matters for SMBs
(00:07:39) Where product businesses fail in operations
(00:09:38) Bridging gaps without bloated ERPs
(00:12:23) Tech stack that empowers vs slows down
(00:13:50) Omnichannel for inflation and supply chain issues
(00:15:47) Making omnichannel work on budget
(00:17:35) AI as co-pilot for SMBs
(00:20:04) Testing if automation solves right problems
(00:21:25) Advice for founders stuck at $1M
(00:22:52) Business belief changed in 5 years
(00:27:40) Guest Question: How will humans interact with AI in 10 years?
(00:30:03) Pass-down Question: SMB impact in next 6-18 months?

Let’s keep learning and growing together in the world of eCommerce!

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