Kristopher Wong

Partners — the distributors, resellers, and MSPs who resell Microsoft cloud at scale — were flying blind on their most important decisions. Where to invest. What to renew. When to upsell. Which customers were at risk.

The tools on the market were built for someone else. Direct-sales platforms (Gong, Clari) assumed teams selling their own product. Vendor-side tools (Partner Center, CloudAscent) only exposed one vendor's view. General BI (Power BI, Tableau) produced pretty dashboards with no embedded workflows. Most partners were stitching the gap with spreadsheets and manual analysis.

No purpose-built sales intelligence platform existed for partners themselves. That was the gap.

I structured Navigator's strategy around five reinforcing priorities — each activating at different intensities across a phased multi-year roadmap.

• See It. Consolidate partner data across billing, CRM, and vendor programs into a single trusted view.
• Find It. Model opportunities — CSP takeovers, margin optimization, workload migration — into campaign-ready, sales-ready outputs.
• Do It. Orchestrate the action: renewals, pricing, referrals, partner activation — integrated into the partner's existing stack.
• Scale It. Self-serve onboarding, hierarchy governance, and bulk activation that turn platform adoption into a business-wide standard.
• Prove It. Quantify cost savings and optimization gains so partners can demonstrate their value to end customers.

Underpinning all of it: a programmatic Partner Activation Ladder (L0 → L4) that ties product leading indicators to sales outcomes and phase exit criteria, and an AI & Data Intelligence layer riding on top of a proprietary 280K-organization dataset.

I steered Navigator away from the chatbot pattern early. Slapping a conversational UI on a product rarely changes the user's mental model — it just adds a novelty surface. Instead, we're implementing AI where it reduces cognitive load on the core job.

The flagship example is an NLP-driven campaign builder (in beta) that collapses a 16-field configuration task into a natural-language conversation. Built on AWS Bedrock and Azure AI Foundry. Other AI work spans predictive churn scoring, cohort benchmarking across the 280K dataset, and a proprietary recommendation IP layer for Surveil's M365 and Azure products — one that outperforms Microsoft Advisor by grounding guidance in deterministic, factual evidence chains rather than probabilistic and heuristic rules.

Navigator went from an idea to a production platform serving 50+ partners with visibility into 280,000+ customers, including many of the world's biggest Indirect Providers (distributors). Paying end-customer base grew from ~800 to 2,200+; Monthly Active Users grew from 0 to ~800 over three years.

A proprietary GDAP orchestration method I designed collapsed downstream partner onboarding from days to minutes — directly instrumental in winning the lion's share of new partners on the Surveil platform. Navigator has surfaced $5M+ in identified and realized partner revenue to date, and Surveil's broader M365 / Azure product suite has surfaced substantial customer cost-saving opportunities over the same period.

I own Navigator end-to-end: product strategy, vision, PRDs, spec work, commercial modeling, EULA and contract structures, roadmap, and GTM partnership across NA and EMEA regional business leads.

One direct PM report. Cross-functional dotted-line influence over engineering, design, and post-sales. And about a third of my week spent in structured discovery with partners and customers — the primary input to everything else.