Avanoo operates in the market of software expense governance (SAM, FinOps, shadow IT discovery). In this sector, client need is rarely permanent: it becomes critical during specific organizational events, such as CIO recruitment, mergers and acquisitions, fundraising, security incidents, or certification processes. These moments last a few weeks, sometimes a few months; beyond that, the company has already equipped itself or eased the pressure.
Avanoo's target audience (CIO, CISO, Head of FinOps, SAM Manager, DPO, Procurement) is also overwhelmed with solicitations. Classic outbound approaches based on static criteria (size, sector, ARR) almost always arrive out of window, either too early or too late. Without precise intent signals, the pipeline is inherently inefficient.
