groundcover's Partner Ecosystem Is Scaling Fast - Here's What's Behind the Momentum

groundcover's partner ecosystem is built around a simple idea: help partners solve the problems customers are actually facing today — escalating telemetry costs, growing infrastructure complexity, and the operational demands of running AI applications in production. Because groundcover deploys in minutes and requires minimal ongoing operational overhead, partners can deliver measurable customer value faster, while opening up new opportunities in services, cloud modernization, and AI observability. A little under a year into the program, the traction is starting to show, and it's worth walking through why.

The mission behind the program

Traditional observability platforms often mean lengthy deployments and ongoing management overhead. groundcover was built to remove that friction — the platform deploys in minutes, which lets partners deliver immediate customer value while addressing the problems customers are already telling them about: runaway telemetry costs, the demands of AI workloads, reducing operational risk and the need to support hybrid or air-gapped environments.

The broader goal is to scale the outcomes groundcover’s customers are already seeing — faster development of next-generation applications and systems, with higher fidelity data, lower costs, and lower risk profiles than legacy solutions — through an ecosystem that matches groundcover's product innovation with an equally innovative, customer-centric, partner-first model. That model leans on what partners already bring to the table: a deep understanding of their customers' businesses, established relationships, and knowledge of complementary technologies.

Why partners are choosing groundcover

Ask groundcover's ecosystem partners why they signed on, and a consistent theme comes back: partnering with groundcover means being trusted to bring customers a solution that fits their real priorities — lowering risk, getting value out of AI investments, and optimizing infrastructure across all environments whether cloud, on-premises, or air-gapped — without introducing friction into the customer relationship or undermining the partner's role as a trusted advisor. Partners also point to groundcover's ability to solve today's observability problems directly: controlling runaway telemetry costs and providing full-stack visibility for cloud-native and AI workloads, all while bolstering the partner's relationship with the customer.

Who has signed on

Since launch, groundcover has built a growing ecosystem of resellers and services partners across the UK, the Netherlands, Southern Europe, India, and Latin America, giving customers regional expertise and local support while expanding groundcover's global reach. The ecosystem spans a wide range of partner sizes — from boutique consultancies to larger services firms with thousands of existing customers of their own.

Momentum by the numbers

The clearest signal of traction is the pipeline. Partner-sourced pipeline has grown eight-fold since launch and now represents more than 10 percent of groundcover's overall pipeline — a strong indication that partners are becoming an increasingly important source of new business rather than a secondary channel.

Cloud alignment has been a major driver of that growth. groundcover's initial CSP partners, AWS and Google Cloud, have jointly referred more than 5% of the overall  pipeline, up from essentially zero a year ago. Co-build and co-marketing activity with both CSPs is already underway this quarter, including joint marketing campaigns and customer events that are expected to accelerate as the program reaches further into each CSP's respective partner ecosystem.

Why now

The timing isn't incidental. Coming on the heels of groundcover's Series C funding, this eight-fold jump in partner-sourced pipeline — now surpassing 10 percent of overall pipeline — validates the ecosystem strategy and gives the company a foundation upon which to invest further: expanding the partner team and allocating more internal and external resources to enablement, customer engagement, and thought leadership.

What's coming next

Two concrete additions are on the roadmap. Self-paced technical and sales certifications launch in Q3 2026, designed to scale partner enablement quickly and put more people in front of customers and prospects on groundcover's core go-to-market themes. Then, in early 2027, groundcover will introduce a Market Development Fund (MDF) program, giving partners dedicated resources to run their own marketing campaigns and customer engagement independently rather than relying solely on centrally coordinated programs.

Looking ahead to the second half of 2026, the focus is on deepening the co-sell, co-marketing, and co-build motions already underway with AWS and Google Cloud, and expanding joint go-to-market efforts across the Americas, Europe, and India in line with groundcover's install base. Alongside that CSP-aligned work, groundcover is defining a track for service providers who serve customers with strict data sovereignty requirements — an area where groundcover's ability to lower operational risk is especially relevant.

On the go-to-market side, the partner team is building joint thought leadership assets and in-person and virtual customer engagement templates aimed at both developers and executives, all organized around groundcover's core GTM pillars: tackling the runaway costs of required telemetry data, and delivering full-stack observability, including for AI applications and agents.

"Partners of all types are energizing the entire groundcover organization — from co-building with CSPs to hosting intimate executive engagements with boutiques, from kicking off new channels for distribution to building opportunities to embed groundcover into service providers' offerings," said John Broad, groundcover's Head of Ecosystems. "It's exciting to assemble an all-star team that is building on the engagement of the last year and the amazing solutions R&D has developed to set the foundation for exponential growth in the next phase of the company."

Looking ahead

groundcover's partner ecosystem is still young, but the combination of an eight-fold jump in partner-sourced pipeline, a fast-scaling CSP referral motion with AWS and Google Cloud, and expansion across four continents points to a program finding real product-market fit with the partners we set out to serve. With certifications launching in Q3 and an MDF program on the way in early 2027, the next phase is about giving partners the tools to scale that momentum on their own. Reach out to us at [email protected] to get started.