Building the AWS Partnership from the Other Side of the Table

Max Miller, groundcover’s Head of AWS Partnerships and a former AWS Partner Solutions Manager, describes the company’s strategy for building a co-sell relationship with AWS around customer outcomes, field-team alignment, and demonstrable results. He argues that groundcover’s eBPF-based observability platform fits AWS environments by collecting traces, logs, metrics, and network activity through a lightweight node-level sensor without application-code changes, while its bring-your-own-cloud architecture processes and stores telemetry within customers’ AWS accounts. The company positions its per-node pricing as an alternative to volume-based observability costs, particularly as AI workloads increase telemetry volumes, and cites BigBasket as a customer that reportedly halved its observability costs while expanding coverage. Miller also highlights groundcover’s startup culture, ongoing AWS competency submissions, designation as a Kiro observability power, and plans to showcase its AWS partnership at re:Invent, including a booth at the event.

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