{"id":5107,"date":"2024-08-22T19:54:16","date_gmt":"2024-08-22T11:54:16","guid":{"rendered":"https:\/\/seo.tenten.co\/en\/?p=5107"},"modified":"2024-08-22T19:58:15","modified_gmt":"2024-08-22T11:58:15","slug":"expert-account-based-marketing","status":"publish","type":"post","link":"https:\/\/seo.tenten.co\/ko\/marketing\/\uc804\ubb38\uac00-\uacc4\uc815-\uae30\ubc18-\ub9c8\ucf00\ud305\/","title":{"rendered":"\uc804\ubb38\uac00 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305"},"content":{"rendered":"<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc740 \ub9c8\ucf00\ud305 \ud300\uc774 \uace0\ud488\uc9c8 \uc7a0\uc7ac \uace0\uac1d\uc5d0\uac8c \uc9d1\uc911\ud558\uace0 \uc774\ub4e4\uc744 \uadc0\uc911\ud55c \uace0\uac1d\uc73c\ub85c \uc804\ud658\ud558\ub294 \ub370 \uc77c\ubc18\uc801\uc73c\ub85c \ud65c\uc6a9\ud558\ub294 \uae30\uc220\uc785\ub2c8\ub2e4.<\/p>\n<p>\ub300\ub7c9\uc758 \ub9ac\ub4dc\ub97c \uc720\uce58\ud558\ub294 \ub370 \uc9d1\uc911\ud558\ub294 \ub300\uc2e0, \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uc804\ub7b5\uc740 \uace0\uc561 \uacc4\uc815\uc758 \uc601\ud5a5\ub825 \uc788\ub294 \uc758\uc0ac\uacb0\uc815\uad8c\uc790\ub97c \uaca8\ub0e5\ud55c \uac1c\uc778\ud654\ub41c \ucea0\ud398\uc778\uc744 \ud1b5\ud574 \uac00\uc2dc\uc131\uc744 \uac15\ud654\ud569\ub2c8\ub2e4.<\/p>\n<p>\uace0\ud488\uc9c8 \ub9ac\ub4dc\ub97c \ud655\ubcf4\ud558\uac70\ub098 \ub9ac\ub4dc\ub97c \ud68d\ub4dd\ud558\uace0 \uc804\ud658\ud558\ub294 \uac00\uc7a5 \ud6a8\uc728\uc801\uc778 \ubc29\ubc95\uc744 \uacb0\uc815\ud558\ub294 \ub370 \uc5b4\ub824\uc6c0\uc774 \uc788\ub2e4\uba74 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc758 \uc774\uc810\uacfc \uc601\uc5c5 \ubc0f \ub9c8\ucf00\ud305 \ud300\uc5d0\uc11c \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc744 \uc2e4\ud589\ud558\ub294 \ub370 \uad8c\uc7a5\ub418\ub294 \ub2e8\uacc4 \ubc0f \uc804\ub7b5\uc744 \uc0b4\ud3b4\ubcf4\uc138\uc694.<\/p>\n<h2><a id=\"what-is-account-based-marketing\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uc815\uc758<\/h2>\n<p>\uc6b0\uc120 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc758 \uc815\uc758\ubd80\ud130 \uc2dc\uc791\ud574 \ubcf4\uaca0\uc2b5\ub2c8\ub2e4.<\/p>\n<p>ABM\uc774\ub77c\uace0\ub3c4 \ud558\ub294 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc740 \uae30\uc874 \ub9c8\ucf00\ud305 \uae30\ubc95\uacfc \ub2ec\ub9ac \uad11\ubc94\uc704\ud55c \ub300\uc0c1 \uadf8\ub8f9\uc774 \uc544\ub2cc \ud2b9\uc815 \ud68c\uc0ac\ub97c \ud0c0\uac9f\uc73c\ub85c \ucea0\ud398\uc778\uc744 \uac1c\uc778\ud654\ud569\ub2c8\ub2e4.<\/p>\n<p>\uc774\ub294 \ubcf8\uc9c8\uc801\uc73c\ub85c \uc778\ubc14\uc6b4\ub4dc \ub9c8\ucf00\ud305 \uc811\uadfc \ubc29\uc2dd\uc744 \ub4a4\uc9d1\uc5b4 \ub193\uc740 \uac83\uc785\ub2c8\ub2e4.<\/p>\n<p>\uc7a0\uc7ac \uace0\uac1d\uc744 \ub300\uaddc\ubaa8\ub85c \ub04c\uc5b4\ub4e4\uc778 \ub2e4\uc74c \uc774\uc0c1\uc801\uc778 \uc7a0\uc7ac \uace0\uac1d\uc744 \ud37c\ub110\ub85c \uc548\ub0b4\ud558\ub294 \ucf58\ud150\uce20\ub97c \ub9de\ucda4\ud654\ud558\ub294 \ub300\uc2e0, \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uc804\ub7b5\uc740 \ud37c\ub110\uc758 \ub05d, \uc989 \ub9e8 \uc544\ub798\ubd80\ud130 \uc2dc\uc791\ub429\ub2c8\ub2e4.<\/p>\n<p>\uae30\ubcf8\uc801\uc73c\ub85c \uc774\ub294 \ud0c0\uac9f \uacc4\uc815\ubd80\ud130 \uc2dc\uc791\ud558\uc5ec \ud574\ub2f9 \ud68c\uc0ac \ub0b4 \ud2b9\uc815 \uac1c\uc778\uc744 \ub300\uc0c1\uc73c\ub85c \ud558\ub294 \ucf58\ud150\uce20\uc640 \ucea0\ud398\uc778\uc744 \uc81c\uc791\ud558\ub294 \uac83\uc744 \uc758\ubbf8\ud569\ub2c8\ub2e4.<\/p>\n<p>\uadf8\ub9ac\uace0 \uc774\ub294 \ud6a8\uacfc\uc801\uc785\ub2c8\ub2e4. Momentum ITSMA\uc758 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \ud1b5\uacc4\uc5d0 \ub530\ub974\uba74, 81%\uc758 \ucc38\uac00\uc790\uac00 \ub2e4\ub978 \ub9c8\ucf00\ud305 \uc804\ub7b5\uc5d0 \ube44\ud574 ABM \ucea0\ud398\uc778\uc758 ROI\uac00 \ub354 \ub6f0\uc5b4\ub098\ub2e4\uace0 \ub2f5\ud588\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc804\ub7b5\uc740 \ud68c\uc0ac \ubcc0\uc218, ICP(\uc774\uc0c1\uc801\uc778 \uace0\uac1d \ud504\ub85c\ud544) \ubc0f \ud0c0\uac9f \uace0\uac1d\uc5d0 \ub530\ub77c \ub2e4\ub97c \uc218 \uc788\uc9c0\ub9cc ABM\uc740 \uc77c\ubc18\uc801\uc73c\ub85c \ub2e4\uc74c\uacfc \uac19\uc2b5\ub2c8\ub2e4.<\/p>\n<ul>\n<li>\n<p>\uc0c1\ub2f9\ud55c \ub178\ub825\uacfc \uc2dc\uac04\uc774 \uc18c\uc694\ub418\ubbc0\ub85c \uae30\uc5c5 \uace0\uac1d\uc5d0\uac8c \uac00\uc7a5 \uc720\ub9ac\ud569\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p>\ub9c8\ucf00\ud305 \ud300(ABM \ud300)\uacfc \uc601\uc5c5 \ud300 \uac04\uc758 \ud611\ub825\uc774 \ud544\uc694\ud569\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p>\ub9c8\ucf00\ud305 \uc790\ub3d9\ud654 \ubc0f \uae30\ud0c0 ABM \ub3c4\uad6c\ub97c \ud65c\uc6a9\ud558\uc5ec \ub9ac\ub4dc \uc0dd\uc131\uc774\ub098 \uc774\uba54\uc77c \uc2dc\ud000\uc2a4\ub97c \uc790\ub3d9\ud654\ud558\ub294 \ub4f1 \ud504\ub85c\uc138\uc2a4\uc758 \uac01 \ub2e8\uacc4\ub97c \uac04\uc18c\ud654\ud569\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p>\uc758\uc0ac\uacb0\uc815\uad8c\uc790\uc640 \uac1c\uc778\uc801\uc778 \uad00\uacc4\ub97c \uad6c\ucd95\ud569\ub2c8\ub2e4(B2B ABM\uc5d0 \uc911\uc694).<\/p>\n<\/li>\n<\/ul>\n<h3><a id=\"how-is-account-based-marketing-different-from-lead-generation\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\ub9ac\ub4dc \uc0dd\uc131\uc744 \ud1b5\ud55c \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc758 \ub300\uc870<\/h3>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uacfc \ub9ac\ub4dc \uc0dd\uc131\uc740 \uc601\uc5c5 \ucc44\ub110\uc744 \ucc44\uc6b0\ub294 \ub370 \uc788\uc5b4 \ub300\uc870\uc801\uc778 \uc811\uadfc \ubc29\uc2dd\uc774\uc9c0\ub9cc, \uc11c\ub85c\ub97c \ubcf4\uc644\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc5d4\ud130\ud504\ub77c\uc774\uc988 SaaS \ud68c\uc0ac\ub97c \uad00\ub9ac\ud558\uace0 \uae08\uc735 \uae30\uad00\uc744 \ud0c0\uac9f\uc73c\ub85c \uc0bc\ub294\ub2e4\uace0 \uc0c1\uc0c1\ud574 \ubcf4\uc138\uc694. \uae30\uc874\uc758 \uc778\ubc14\uc6b4\ub4dc \ub9c8\ucf00\ud305\uc5d0\uc11c\ub294 \uc804\uccb4 \uae08\uc735 \ubd80\ubb38\uc744 \uc704\ud55c \ucf58\ud150\uce20\ub97c \uc81c\uc791\ud558\uace0 \ubb38\uc758\ub97c \uae30\ub2e4\ub9b4 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\ub9ac\ub4dc \uc0dd\uc131\uc758 \ub9e5\ub77d\uc5d0\uc11c \uc601\uc5c5 \ucc44\ub110\uc5d0 \uc801\ud569\ud55c \uad11\ubc94\uc704\ud55c \uc7a0\uc7ac \uace0\uac1d\uc744 \ud30c\uc545\ud558\uae30 \uc704\ud574 \uae08\uc735 \uae30\uad00\uc744 \uc870\uc0ac\ud558\uac8c \ub420 \uac83\uc785\ub2c8\ub2e4.<\/p>\n<p>\uc774\uc640 \ub300\uc870\uc801\uc73c\ub85c ABM \uc804\ub7b5\uc740 \ud37c\ub110\uc758 \ub05d\uc5d0\uc11c \uc2dc\uc791\ud558\uc5ec ICP\uc5d0 \ub9de\ub294 \ud68c\uc0ac \ub0b4\uc758 \ud2b9\uc815 \uac1c\uc778\uc5d0 \ucd08\uc810\uc744 \ub9de\ucd94\ub294 \ub9de\ucda4\ud615 \ucea0\ud398\uc778\uc744 \ud65c\uc6a9\ud569\ub2c8\ub2e4.<\/p>\n<p>\ub9ac\ub4dc \uc0dd\uc131\uc744 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uacfc \ud1b5\ud569\ud558\uba74 ABM\uc5d0 \ud544\uc694\ud55c \uc8fc\uc694 \ub9ac\ub4dc\ub97c \uc815\ud655\ud788 \ud30c\uc545\ud558\uace0 \uc131\uacf5\uc801\uc778 \ucea0\ud398\uc778\uc5d0 \ud544\uc694\ud55c \ubaa8\ub4e0 \uc911\uc694 \ub370\uc774\ud130\ub97c \ubcf4\uc720\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<h3><a id=\"so-how-would-this-work-with-an-account-based-marketing-strategy\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uc774\uac83\uc774 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uc811\uadfc \ubc29\uc2dd\uacfc \uc5b4\ub5bb\uac8c \uc5f0\uad00\ub418\ub098\uc694?<\/h3>\n<p>\uc6b0\ub9ac\uc758 \uc124\uba85\uc744 \uacc4\uc18d\ud558\uaca0\uc2b5\ub2c8\ub2e4. ABM\uc744 \ud1b5\ud574 \uae08\uc735 \uae30\uad00\uc758 \uac1c\uc778\uc744 \uad11\ubc94\uc704\ud558\uac8c \ud0c0\uac9f\ud305\ud558\ub294 \ub300\uc2e0 \uc774\uc0c1\uc801\uc778 \uace0\uac1d \ud68c\uc0ac\uc5d0 \ucd08\uc810\uc744 \ub9de\ucd94\ub294 \uac83\uc73c\ub85c \uc2dc\uc791\ud569\ub2c8\ub2e4.<\/p>\n<p>\uc608\ub97c \ub4e4\uc5b4, \uc6f9\uc0ac\uc774\ud2b8 \ubc29\ubb38\uc744 \ubaa8\ub2c8\ud130\ub9c1\ud558\uac70\ub098 \uc7a0\uc7ac \uace0\uac1d \uc870\uc0ac\ub97c \uc218\ud589\ud55c \ud6c4 \ud574\ub2f9 \uae30\uad00\uc5d0 \uc815\ud655\ud788 \ub9de\ub294 \ucf58\ud150\uce20\uc640 \ub9c8\ucf00\ud305 \uc804\ub7b5\uc744 \uc815\ub9ac\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc774\ub7f0 \ub3c5\ud2b9\ud568\uc774 ABM\uc744 \uae30\uc874 \ub9c8\ucf00\ud305 \ubc29\ubc95\uacfc \ucc28\ubcc4\ud654\uc2dc\ud0a4\ub294 \uc694\uc18c\uc785\ub2c8\ub2e4.<\/p>\n<p>\uc880 \uc0c9\ub2e4\ub978 \uac83 \uac19\uc744 \uc218\ub3c4 \uc788\uc2b5\ub2c8\ub2e4. \uc774\ud574\ud569\ub2c8\ub2e4. \uc608\ub97c \ub4e4\uc5b4 \uac04\ub2e8\ud788 \uc124\uba85\ud558\uaca0\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc77c\ubc18\uc801\uc778 \ub9c8\ucf00\ud305\uc774\ub77c\uba74 SaaS \uc194\ub8e8\uc158\uc774 \ubbf8\uc9c0\uae09\uae08 \uc0ac\uae30\ub97c \ubc29\uc9c0\ud558\ub294 \ub370 \uc5b4\ub5bb\uac8c \ub3c4\uc6c0\uc774 \ub418\ub294\uc9c0\uc5d0 \ub300\ud55c \ube14\ub85c\uadf8 \uac8c\uc2dc\ubb3c\uc744 \uac8c\uc2dc\ud560 \uac83\uc785\ub2c8\ub2e4.<\/p>\n<p>\uc18c\uc15c \ubbf8\ub514\uc5b4 \ud50c\ub7ab\ud3fc\uc5d0\uc11c \uae08\uc735 \uae30\uad00 \uc9c1\uc6d0\uc744 \ud0c0\uac9f\uc73c\ub85c \ud64d\ubcf4\ud560 \uc218\ub3c4 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc774\ub294 \uc9c0\ub09c \uc218\ub144\uac04 \uc9c0\ucf1c\uc838 \uc628 \uc804\ud1b5\uc801\uc778 \uc811\uadfc \ubc29\uc2dd\uc785\ub2c8\ub2e4.<\/p>\n<p>\uadf8\ub798\ub3c4 \uacb0\uacfc\uac00 \ub098\uc624\ub098\uc694? \uac00\ub054\uc740\uc694.<\/p>\n<p>\ud558\uc9c0\ub9cc \ub354 \ub098\uc740 \uae38\uc774 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>ABM\uc744 \uc0ac\uc6a9\ud558\uba74 \uba3c\uc800 \ud0c0\uac9f \uace0\uac1d\uc744 \uacb0\uc815\ud55c \ub2e4\uc74c \ud0c0\uac9f \uace0\uac1d\uc758 \uc6b0\ub824 \uc0ac\ud56d\uc744 \ud30c\ud5e4\uce60 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\ubbf8\uc9c0\uae09\uae08 \uc0ac\uae30\uc5d0 \ub300\ud55c \uc6b0\ub824\uac00 \ubc1c\uacac\ub418\uba74 \ud574\ub2f9 \ubb38\uc81c\ub97c \ud574\uacb0\ud558\ub294 \ub9de\ucda4\ud615 \ucf58\ud150\uce20\ub97c \uc81c\uc791\ud569\ub2c8\ub2e4.<\/p>\n<p>\uc804\ud1b5\uc801\uc778 \uc778\ubc14\uc6b4\ub4dc \ub9c8\ucf00\ud305\uc744 \ub113\uc740 \uadf8\ubb3c\uc744 \ub358\uc9c0\ub294 \uac83\uc73c\ub85c \uc0dd\uac01\ud574 \ubcf4\uc138\uc694. \ub358\uc9c0\ub294 \uadf8\ubb3c\uc5d0 \ubb50\uac00 \ub098\uc624\ub4e0 \ub2e4 \uc7a1\ud788\uc796\uc544\uc694, \ub9de\uc8e0?<\/p>\n<p>ABM\uc740 \uc774\uc0c1\uc801\uc778 \ubb3c\uace0\uae30\uac00 \uc120\ud638\ud558\ub294 \uc815\ud655\ud55c \ubbf8\ub07c\ub97c \uc0ac\uc6a9\ud558\ub294 \uac83\uacfc \uac19\uc73c\uba70, \uac1c\ubcc4 \ubb3c\uace0\uae30\ub97c \uaca8\ub0e5\ud558\ub294 \ub370\ub294 \ub9ce\uc740 \uc7a5\uc810\uc774 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/i.imgur.com\/eYeFEJs.png\" alt=\"\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc744 \uc704\ud55c \ub9c8\ucf00\ud130 \uac00\uc774\ub4dc\" \/><\/p>\n<h4><a id=\"the-marketer-s-guide-to-account-based-marketing\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc5d0 \ub300\ud55c \ud3ec\uad04\uc801\uc778 \uac00\uc774\ub4dc<\/h4>\n<p>ABM\uc774 \ubb34\uc5c7\uc744 \uc218\ubc18\ud558\ub294\uc9c0, \ub9ac\ub4dc \uc0dd\uc131\uc744 \uc5b4\ub5bb\uac8c \uc99d\ud3ed\uc2dc\ud0a4\ub294\uc9c0, \ud30c\uc774\ud504\ub77c\uc778 \uc131\uc7a5\uc744 \uc5b4\ub5bb\uac8c \ucd09\uc9c4\ud558\ub294\uc9c0 \uc0b4\ud3b4\ubcf4\uc138\uc694.<\/p>\n<p>\ub2e4\uc6b4\ub85c\ub4dc<\/p>\n<h2><a id=\"what-are-the-benefits-of-using-an-account-based-marketing-framework\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \ud504\ub808\uc784\uc6cc\ud06c\ub97c \ucc44\ud0dd\ud558\ub294 \uc774\uc810<\/h2>\n<p>Foundry\uc758 2023\ub144 \uc124\ubb38 \uc870\uc0ac\uc5d0 \ub530\ub974\uba74, 93%\uc758 \ucc38\uc5ec\uc790\uac00 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uc804\ub7b5\uc774 &#039;\ub9e4\uc6b0&#039; \ub610\ub294 &#039;\ub9e4\uc6b0&#039; \ud6a8\uacfc\uc801\uc774\ub77c\uace0 \uc0dd\uac01\ud588\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc218\ub9ce\uc740 B2B \uae30\uc5c5\uc774 \uc774\ub7ec\ud55c \uc811\uadfc \ubc29\uc2dd\uc744 \uc120\ud638\ud558\ub294 \uc774\uc720\ub294 \ubb34\uc5c7\uc785\ub2c8\uae4c?<\/p>\n<p>\uadf8 \ud61c\ud0dd \uc911 \uc77c\ubd80\ub97c \uc0b4\ud3b4\ubcf4\uaca0\uc2b5\ub2c8\ub2e4.<\/p>\n<ol>\n<li>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc740 \ub6f0\uc5b4\ub09c ROI\ub97c \uc81c\uacf5\ud569\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p>ABM\uc740 \uad11\ubc94\uc704\ud55c \ud0a4\uc6cc\ub4dc \ub300\uc2e0 \uad6c\uccb4\uc801\uc778 \uacc4\uc815\uc744 \ucc3e\uc544\ub0c4\uc73c\ub85c\uc368 \ub354\uc6b1 \ud6a8\uc728\uc801\uc73c\ub85c \uc6b4\uc601\ub429\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p>ABM\uc744 \ud65c\uc6a9\ud558\ub294 \uc870\uc9c1\uc740 \ud310\ub9e4 \uc8fc\uae30\uac00 \ub2e8\ucd95\ub418\ub294 \uac83\uc744 \uacbd\ud5d8\ud569\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p>ABM\uc740 \uace0\uac1d\uc758 \uc694\uad6c \uc0ac\ud56d\uc744 \uae4a\uc774 \uc774\ud574\ud558\uace0 \uc788\uc74c\uc744 \ubcf4\uc5ec\uc90c\uc73c\ub85c\uc368 \uace0\uac1d\uacfc\uc758 \uc2e0\ub8b0\ub97c \uad6c\ucd95\ud569\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p>ABM\uc740 \ub9ac\ub4dc \uc591\ubcf4\ub2e4 \ub9ac\ub4dc \ud488\uc9c8\uc744 \uc6b0\uc120\uc2dc\ud569\ub2c8\ub2e4. \uadf8 \uacb0\uacfc \uc601\uc5c5\ud300\uc740 \ud3c9\uade0 \uacc4\uc57d \uac00\uce58\ub97c \ub192\uc774\uace0 \uac70\ub798 \uaddc\ubaa8\ub97c \ud0c1\uc6d4\ud558\uac8c \ub298\ub9b4 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p>ABM\uc5d0 \ud22c\uc790\ud558\uba74 \ube0c\ub79c\ub4dc \uc2e0\ub8b0\ub3c4\uac00 \ub192\uc544\uc9c0\uace0, \uace0\uac1d \uc720\uc9c0\uc728\uc774 \ub192\uc544\uc9c0\uba70, \ud310\ub9e4 \ud30c\uc774\ud504\ub77c\uc778\uc774 \uac15\ud654\ub429\ub2c8\ub2e4.<\/p>\n<\/li>\n<\/ol>\n<h3><a id=\"is-account-based-marketing-only-for-enterprise-customers\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc740 \uae30\uc5c5\uc5d0\ub9cc \uad6d\ud55c\ub418\ub098\uc694?<\/h3>\n<p>\uc544\ub2c8\uc694, ABM\uc740 \uae30\uc5c5\uc5d0\ub9cc \uad6d\ud55c\ub418\uc9c0 \uc54a\uc2b5\ub2c8\ub2e4. \uc0ac\uc2e4, \uc774 \uc804\ub7b5\uc740 \ucc3d\uc758\uc801\uc778 ABM \ucee8\uc149\uc73c\ub85c \ubaa8\ub4e0 B2B \uace0\uac1d\uc744 \ud0c0\uac9f\ud305\ud558\ub3c4\ub85d \ub9de\ucda4\ud654\ub420 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uae30\uc5c5 \uace0\uac1d\uc740 \uc77c\ubc18\uc801\uc73c\ub85c \uc218\uba85\uc774 \uae38\uc5b4 ABM \ub300\uc0c1\uc5d0 \uc774\uc0c1\uc801\uc785\ub2c8\ub2e4.<\/p>\n<p>\uadf8\ub7ec\ub098 ABM \uae30\uc220\uc740 \uc18c\uaddc\ubaa8 \uae30\uc5c5\uc5d0\ub3c4 \uc801\uc6a9\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4. \uc608\ub97c \ub4e4\uc5b4, \uc81c\uc548\uc774 \ub9e4\uc6b0 \uac1c\uc778\ud654\ub418\uc5b4 \uc788\uac70\ub098 \ubc18\ubcf5 \uad6c\ub9e4\uac00 \ud544\uc694\ud55c \uacbd\uc6b0 ABM\uc740 \uc18c\uaddc\ubaa8 \uace0\uac1d\uc5d0\uac8c \uc131\uacf5\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc5b4\ub514\uc11c\ubd80\ud130 \uc2dc\uc791\ud574\uc57c \ud560\uc9c0 \ubaa8\ub974\uaca0\uac70\ub098 \uc5b4\ub5a4 ABM \ub3c4\uad6c\uac00 \uc788\ub294\uc9c0 \ubaa8\ub974\uaca0\ub2e4\uba74 \uacc4\uc18d \ud0d0\uc0c9\ud574\ubcf4\uc138\uc694.<\/p>\n<h2><a id=\"types-of-account-based-marketing-and-tactics-that-work\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\ub2e4\uc591\ud55c \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uc811\uadfc \ubc29\uc2dd \ubc0f \ud6a8\uacfc\uc801\uc778 \uc804\ub7b5<\/h2>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc740 \ud310\ub9e4 \ud37c\ub110\uc5d0\uc11c \uc6b0\uc218\ud55c ROI\ub97c \uc5bb\ub294 \ub370 \uc911\uc810\uc744 \ub461\ub2c8\ub2e4. \ub300\ubd80\ubd84\uc758 \ube44\uc988\ub2c8\uc2a4 \uc804\ub7b5\uacfc \ub9c8\ucc2c\uac00\uc9c0\ub85c ABM\uc5d0 \ub300\ud55c \ubcf4\ud3b8\uc801\uc778 \ubc29\ubc95\uc740 \uc5c6\uc2b5\ub2c8\ub2e4. \uae30\ubcf8 \uad6c\uc870\ub97c \ud65c\uc6a9\ud558\uc5ec \ud68c\uc0ac\uc5d0 \ub9de\uac8c \uc870\uc815\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uccab \ubc88\uc9f8 \ub2e8\uacc4\ub294 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc758 \uae30\ubcf8 \ud615\ud0dc\ub97c \uc774\ud574\ud558\ub294 \uac83\uc785\ub2c8\ub2e4.<\/p>\n<h3><a id=\"strategic-abm-one-to-one\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uc804\ub7b5\uc801 ABM: \uc77c\ub300\uc77c<\/h3>\n<p>\uc804\ub7b5\uc801 ABM\uc740 \ub9e4\uc6b0 \uac00\uce58 \uc788\ub294 \uacc4\uc815\uc5d0 \uac1c\uc778\ud654\ub41c \uc811\uadfc \ubc29\uc2dd\uc744 \ucde8\ud558\ub294 \uac83\uc744 \ud3ec\ud568\ud569\ub2c8\ub2e4. \ub9c8\ucf00\ud305 \ubc0f \uc601\uc5c5 \ud300\uc740 \uac01 \uacc4\uc815\uc758 \uc694\uad6c \uc0ac\ud56d\uc744 \ud574\uacb0\ud558\uae30 \uc704\ud574 \uace0\uc720\ud55c \ucf58\ud150\uce20\ub97c \uc81c\uc791\ud569\ub2c8\ub2e4.<\/p>\n<p>\uc774 ABM \uc804\ub7b5\uc744 \uc801\uc6a9\ud560 \ub54c, \uc7a0\uc7ac \uace0\uac1d \ubaa9\ub85d\uc744 1~5\uba85\uc73c\ub85c \uc881\ud788\uc138\uc694. \uc774\ub97c \ud1b5\ud574 \uac01 \uace0\uac1d\uc758 \uace0\ud1b5\uc810\uacfc \ud544\uc694\uc131\uc744 \uc911\uc2ec\uc73c\ub85c \uc124\uacc4\ub41c \ub9e4\uc6b0 \uac1c\ubcc4\ud654\ub41c \ucf58\ud150\uce20\ub97c \uc0dd\uc131\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc608\ub97c \ub4e4\uc5b4, \uac74\uac15 \uc720\uc9c0 \uad00\ub9ac \uae30\uad00(HMO)\uc5d0 \ucd08\uc810\uc744 \ub9de\ucd98 SaaS \uae30\uc5c5\uc744 \uc0dd\uac01\ud574 \ubcf4\uaca0\uc2b5\ub2c8\ub2e4. \uc774 \ud68c\uc0ac\ub294 \ubc31\uc11c\uc640 \uc0ac\ub840 \uc5f0\uad6c\ub97c \uc18c\uac1c\ud558\ub294 \uace0\uac1d \uc911\uc2ec \ucf58\ud150\uce20\ub97c \uc81c\uc791\ud569\ub2c8\ub2e4. ABM \ucf58\ud150\uce20\ub294 \ub2e4\uc591\ud55c HMO \uc0ac\uc6a9 \uc2dc\ub098\ub9ac\uc624\uc5d0 \ub300\ud55c \uc81c\ud488\uc758 \uc2e4\uc9c8\uc801\uc778 \uc774\uc810\uc744 \uac15\uc870\ud569\ub2c8\ub2e4.<\/p>\n<p>\uac1c\ubcc4\ud654\ub41c \uc804\ub7b5\uc5d0\ub294 \uc0c1\ub2f9\ud55c \uc8fc\uc758\uc640 \uc790\uc6d0\uc774 \ud544\uc694\ud569\ub2c8\ub2e4. \uc2dc\uc791\ud558\uae30 \uc804\uc5d0 \uc720\ub2a5\ud55c ABM \uad00\ub9ac\uc790\ub97c \ud3ec\ud568\ud558\uc5ec \ub2e4\uc591\ud55c \ub808\ubca8\uacfc \uc5ed\ud560\uc744 \uac00\uc9c4 \ud300\uc744 \uad6c\uc131\ud558\uc2ed\uc2dc\uc624.<\/p>\n<h3><a id=\"abm-lite-one-to-few\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>ABM lite: 1~\uc18c\uc218<\/h3>\n<p>\uba87 \uac00\uc9c0 \uacc4\uc815\uc744 \ud3ec\ud568\ud558\ub294 \uc811\uadfc \ubc29\uc2dd\uc740 \ud300\uc774 \uc778\ubc14\uc6b4\ub4dc \ub9c8\ucf00\ud305\uacfc ABM \uc0ac\uc774\uc758 \uc774\uc0c1\uc801\uc778 \uc911\uac04 \uc9c0\uc810\uc744 \uc2dd\ubcc4\ud560 \uc218 \uc788\ub3c4\ub85d \ud569\ub2c8\ub2e4. ABM \ub77c\uc774\ud2b8\ub77c\uace0\ub3c4 \uc54c\ub824\uc9c4 \uc774 \ubc29\ubc95\ub860\uc740 \uace0\uac00\uce58 \uc7a0\uc7ac \uace0\uac1d\uc744 \ud074\ub7ec\uc2a4\ud130\ub85c \uc138\ubd84\ud654\ud569\ub2c8\ub2e4.<\/p>\n<p>\uac01 \ud074\ub7ec\uc2a4\ud130\ub294 \uacf5\ud1b5\uc801\uc778 \ud2b9\uc131\uc744 \uacf5\uc720\ud558\uace0 \uc815\uc758\ub41c \uae30\uc900\uc744 \uc900\uc218\ud569\ub2c8\ub2e4. \ub3d9\uc77c\ud55c \uc138\uadf8\uba3c\ud2b8 \ub0b4\uc758 \ubaa8\ub4e0 B2B \uc7a0\uc7ac \uace0\uac1d\uc5d0\uac8c \uc77c\uad00\ub41c \ub9c8\ucf00\ud305 \uc790\ub8cc\uac00 \uc0ac\uc6a9\ub429\ub2c8\ub2e4.<\/p>\n<p>ABM \ub77c\uc774\ud2b8 \uc804\ub7b5\uc744 \uad6c\ud604\ud558\uba74 \ub9de\ucda4\ud615 \ucf58\ud150\uce20\uc640 \ucea0\ud398\uc778\uc758 \ud6a8\uacfc\uac00 \ud5a5\uc0c1\ub429\ub2c8\ub2e4. \uc608\ub97c \ub4e4\uc5b4, \ube44\uc2b7\ud55c \uaddc\ubaa8\uc640 \uc0b0\uc5c5\uc758 \uc5ec\ub7ec \ud68c\uc0ac\uac00 \ub3d9\uc77c\ud55c \uc6cc\ud06c\uc20d\uc774\ub098 \uc6e8\ube44\ub098\uc5d0 \ucc38\uc5ec\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<h3><a id=\"programmatic-abm-one-to-many\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\ud504\ub85c\uadf8\ub798\ubc0d \ubc29\uc2dd ABM: \uc77c\ub300\ub2e4<\/h3>\n<p>\ud504\ub85c\uadf8\ub798\ubc0d \ubc29\uc2dd ABM \uc811\uadfc \ubc29\uc2dd\uc740 \uc77c\ub300\ub2e4 ABM \uc804\ub7b5\uc774\ub77c\uace0\ub3c4 \ud558\uba70, \uace0\uac00 \uacc4\uc815\uc5d0 \ub300\ud55c \uc138\ubd80\uc801\uc778 \uc774\ud574\uac00 \ud544\uc694\ud558\uc9c0 \uc54a\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\ubaa8\ub4e0 \ub9c8\ucf00\ud305 \ubc0f \ud310\ub9e4 \ub178\ub825\uc740 \uc5b4\ub290 \uc815\ub3c4\uc758 \uc720\uc5f0\uc131\uc744 \uac00\uc838\uc635\ub2c8\ub2e4. \uc77c\ub300\ub2e4 \ubc29\uc2dd\uc740 \uc218\ubc31 \uac1c \ub610\ub294 \uc218\ucc9c \uac1c\uc758 \ud0c0\uac9f \uacc4\uc815\uc5d0 \ub300\ud574 \ud45c\uc900\ud654\ub41c \ub9c8\ucf00\ud305 \ud37c\ub110\uc744 \ucc44\ud0dd\ud560 \uc218 \uc788\ub3c4\ub85d \ud574\uc90d\ub2c8\ub2e4.<\/p>\n<p>\uadc0\ud558\uc758 \ud300\uc740 \ubaa8\ub4e0 \uac83\uc744 \ub3c5\ub9bd\uc801\uc73c\ub85c \ucc98\ub9ac\ud560 \ud544\uc694\ub294 \uc5c6\uc9c0\ub9cc, \uac01 \uc7a0\uc7ac \uace0\uac1d\uc5d0\uac8c \ub9de\uac8c \uacbd\ud5d8\uc744 \ub9de\ucda4\ud654\ud558\ub294 \ub370 \ub2a5\uc219\ud574\uc57c \ud569\ub2c8\ub2e4.<\/p>\n<p>Facebook \uad11\uace0\uc640 \uac19\uc740 \uc601\uc5c5 \ubc0f \ub9c8\ucf00\ud305 \uc790\ub3d9\ud654 \ub3c4\uad6c\ub294 \ucf58\ud150\uce20\ub97c \uac1c\uc778\ud654\ud558\ub294 \ub370 \ub3c4\uc6c0\uc774 \ub418\uba70, CRM\uc640 \uac19\uc740 \ube44\uc988\ub2c8\uc2a4 \uc778\ud154\ub9ac\uc804\uc2a4 \uc560\ud50c\ub9ac\ucf00\uc774\uc158\uc740 \ub370\uc774\ud130\ub97c \ubcd1\ud569\ud558\uc5ec \ud5a5\uc0c1\ub41c \uae30\ub2a5\uc744 \uc81c\uacf5\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc608\ub97c \ub4e4\uc5b4, \ub9de\ucda4\ud615 Facebook \uad11\uace0 \ucea0\ud398\uc778\uc740 \ubd80\ubb38, \ud2c8\uc0c8 \uc2dc\uc7a5, \uaddc\ubaa8, \uc694\uad6c \uc0ac\ud56d \ub610\ub294 \uc704\uce58\uc640 \uac19\uc740 \ud68c\uc0ac \ub370\uc774\ud130\uc5d0 \ub530\ub77c \uc870\uc815\ub420 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<h2><a id=\"what-account-based-marketing-best-practices-should-you-follow\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uc900\uc218\ud574\uc57c \ud560 \ud544\uc218\uc801\uc778 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uac00\uc774\ub4dc\ub77c\uc778\uc740 \ubb34\uc5c7\uc785\ub2c8\uae4c?<\/h2>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc744 \uc804\uac1c\ud558\ub824\uba74 \ub2e4\uac01\uc801\uc778 \ud300\uc758 \ud611\ub825\uc801 \ub178\ub825\uc774 \ud544\uc694\ud569\ub2c8\ub2e4. \uc804\ub7b5\uc744 \uc62c\ubc14\ub974\uac8c \uc2e4\ud589\ud558\uba74 \uc0c8\ub86d\uace0 \uc0c1\ub2f9\ud55c \uc218\uc775 \ud750\ub984\uc744 \uc5bb\uc744 \uac00\ub2a5\uc131\uc774 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\ub9c8\ucf00\ud305 \uc804\ub7b5\uc758 \ud6a8\uacfc\ub97c \uadf9\ub300\ud654\ud558\ub824\uba74 ABM \uac00\uc774\ub4dc\ub77c\uc778\uc744 \ub530\ub974\uc138\uc694.<\/p>\n<h3><a id=\"do-your-research-leverage-data\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uc870\uc0ac\ub97c \uc2dc\uc791\ud558\uc138\uc694. \ub370\uc774\ud130 \ud1b5\ucc30\ub825\uc744 \ud65c\uc6a9\ud558\uc138\uc694<\/h3>\n<p>ABM\uc740 \ud3ec\uad04\uc801\uc778 \uc870\uc0ac\ub85c \uc2dc\uc791\ud558\uc5ec \uace0\uac00\uce58 \uc7a0\uc7ac \uace0\uac1d\uc744 \uc815\ud655\ud788 \ud30c\uc545\ud569\ub2c8\ub2e4. \uac00\ub2a5\ud55c \ud55c \ub9ce\uc740 \ub9ac\uc18c\uc2a4\ub97c \ud560\ub2f9\ud558\uc5ec \uc2dc\uc7a5\uacfc \uc774\uc0c1\uc801\uc778 \uace0\uac1d \ud504\ub85c\ud544\uacfc \uc77c\uce58\ud558\ub294 \ud68c\uc0ac\ub97c \uc774\ud574\ud569\ub2c8\ub2e4.<\/p>\n<p>\uc5c4\uaca9\ud55c \uc870\uc0ac\ub97c \uc2e4\uc2dc\ud569\ub2c8\ub2e4. \ud0c0\uac9f \uc870\uc9c1\uc758 \uc2dc\uc7a5 \uc785\uc7a5, \uac15\uc810, \uc57d\uc810 \ubc0f \uc5f4\ub9dd\uc744 \ud30c\uc545\ud569\ub2c8\ub2e4. \uc5c5\uacc4 \ubcf4\uace0\uc11c, \ub274\uc2a4 \ud3ec\ud138, \uc18c\uc15c \ud50c\ub7ab\ud3fc \ubc0f \uae30\ud0c0 \uc628\ub77c\uc778 \ub9e4\uccb4\uc640 \uac19\uc740 \ub9ac\uc18c\uc2a4\ub97c \uc0ac\uc6a9\ud558\uc5ec \uc870\uc9c1\uc5d0 \uac00\uc7a5 \uc801\ud569\ud55c \uae30\ud68c\ub97c \ud30c\uc545\ud558\ub294 \uac83\uc774 \ud544\uc218\uc801\uc785\ub2c8\ub2e4.<\/p>\n<p>\ucde8\uc57d\ud55c \ub9ac\ub4dc\ub97c \ucd94\uc801\ud558\ub294 \uac83\uc740 ABM \uc774\ub2c8\uc154\ud2f0\ube0c\uc5d0\uc11c \uc2e4\ub9dd\uc2a4\ub7ec\uc6b4 \uacb0\uacfc\ub85c \uc774\uc5b4\uc9c0\ub294 \uc9c1\uc811\uc801\uc778 \uacbd\ub85c\uc785\ub2c8\ub2e4.<\/p>\n<h3><a id=\"align-your-teams\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\ud300\uc744 \uc870\ud654\uc2dc\ud0a4\uc138\uc694<\/h3>\n<p>\ub9c8\ucf00\ud305 \ubc0f \uc601\uc5c5 \ubd80\uc11c\ub294 \uc885\uc885 \uc11c\ub85c \ub2e4\ub978 \ubaa9\ud45c\ub97c \uac00\uc9c0\uace0 \uace0\ub9bd\ub41c \uc0ac\uc77c\ub85c\uc5d0\uc11c \uc6b4\uc601\ub429\ub2c8\ub2e4. \uc804\ud1b5\uc801\uc778 \ubc29\ubc95\uc740 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc5d0 \ud6a8\uacfc\uc801\uc774\uc9c0 \uc54a\ub2e4\ub294 \uac83\uc740 \ubd84\uba85\ud569\ub2c8\ub2e4.\u00a0<\/p>\n<p>\ub450 \ubd80\uc11c \ubaa8\ub450 \uc7a0\uc7ac\uace0\uac1d\uc744 \uc138\ubd84\ud654\ud558\uace0 \uc790\uc138\ud55c \uad6c\ub9e4\uc790 \ud398\ub974\uc18c\ub098\ub97c \uac1c\ubc1c\ud558\ub294 \ub370 \ud611\ub825\ud574\uc57c \ud569\ub2c8\ub2e4. \ud611\uc5c5 \ud50c\ub7ab\ud3fc\uc744 \ud65c\uc6a9\ud558\uc5ec \ubaa8\ub4e0 \uc811\uc810\uc5d0\uc11c \uacc4\uc815 \ub370\uc774\ud130\uc640 \ub0b4\ubd80 \ubb38\uc11c\ub97c \uad50\ud658\ud569\ub2c8\ub2e4. \ud300 \uc0c1\ud638 \uc791\uc6a9\uc744 \uc704\ud55c \uacc4\uc815\ubcc4 \ucee4\ubba4\ub2c8\ucf00\uc774\uc158 \ucc44\ub110\uc744 \uad6c\ucd95\ud558\uc5ec \ud300\uc6cc\ud06c\ub97c \uac15\ud654\ud569\ub2c8\ub2e4.<\/p>\n<h3><a id=\"focus-on-relationship-building\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uad00\uacc4 \ud615\uc131\uc744 \uac15\uc870\ud558\ub2e4<\/h3>\n<p>\uad00\uacc4\ub97c \uc721\uc131\ud558\ub294 \uac83\uc740 \ubaa8\ub4e0 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uc804\ub7b5\uc758 \uc131\uacf5\uc5d0 \ud544\uc218\uc801\uc785\ub2c8\ub2e4. \uc7a0\uc7ac \uace0\uac1d\uacfc \uc2e0\ub8b0\uc640 \uad00\uacc4\ub97c \uc5b4\ub5bb\uac8c \uad6c\ucd95\ud560 \uc218 \uc788\uc744\uae4c\uc694? \uc5ec\uc815\uc758 \uac01 \ub2e8\uacc4\uc5d0\uc11c \uac00\uce58\ub97c \uc81c\uacf5\ud558\uc138\uc694.<\/p>\n<p>\ud0c0\uac9f \ucee4\ubba4\ub2c8\ucf00\uc774\uc158\uc744 \uc0ac\uc6a9\ud558\uc5ec \uacc4\uc815\uacfc \uadf8 \uacfc\uc81c\uc5d0 \ub300\ud55c \uc774\ud574\ub97c \uc785\uc99d\ud569\ub2c8\ub2e4. \uc7a0\uc7ac \uace0\uac1d\uc758 \uc694\uad6c\uc5d0 \ub9de\uac8c \uc870\uc815\ub41c \uad00\ub828 \uc0b0\uc5c5 \uac00\uc774\ub4dc\uc640 \ubc31\uc11c\ub85c \ucea0\ud398\uc778\uc744 \uc0ac\uc6a9\uc790 \uc815\uc758\ud569\ub2c8\ub2e4.<\/p>\n<p>\ud0c0\uac9f \uacc4\uc815\uacfc \uc9c0\uc18d\uc801\uc73c\ub85c \uad50\ub958\ud558\uc138\uc694. \uc5f0\ub77d\ud558\uc5ec \ubb38\uc81c \ud574\uacb0\uc744 \ub3c4\uc6b8 \uc900\ube44\uac00 \ub418\uc5c8\uc74c\uc744 \uc804\ub2ec\ud558\uc138\uc694. \uadf8\ub4e4\uc5d0\uac8c \uc81c\ud488\uc758 \uc5ed\ub7c9\uacfc \ud55c\uacc4\uc5d0 \ub300\ud574 \ud22c\uba85\ud558\uac8c \uc124\uba85\ud558\uc138\uc694.<\/p>\n<h3><a id=\"use-the-right-tools\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uc801\uc808\ud55c \ub9ac\uc18c\uc2a4\ub97c \ud65c\uc6a9\ud558\uc138\uc694<\/h3>\n<p>\uc0c8\ub85c\uc6b4 ABM \uc804\ub7b5\uc744 \uad6c\ud604\ud558\ub824\uba74 \uc218\ub9ce\uc740 \ub9ac\uc18c\uc2a4\uac00 \ud544\uc694\ud569\ub2c8\ub2e4. \uc62c\ubc14\ub978 \ube44\uc988\ub2c8\uc2a4 \ub3c4\uad6c\ub97c \ud65c\uc6a9\ud558\uc5ec ABM \ud504\ub85c\uc138\uc2a4\ub97c \uac04\uc18c\ud654\ud558\uc5ec \uc0c8\ub85c\uc6b4 \ubca4\ucc98\uc758 \uc774\uc810\uc744 \uadf9\ub300\ud654\ud558\uc138\uc694.<\/p>\n<p>\ub2e4\uc74c\uc740 \uadc0\ud558\uc758 \uc870\uc9c1\uc774 \ud65c\uc6a9\ud574\uc57c \ud560 \uba87 \uac00\uc9c0 \ub3c4\uad6c\uc785\ub2c8\ub2e4.<\/p>\n<p><strong>CRM:<\/strong> \uace0\uac1d \uad00\uacc4 \uad00\ub9ac \uc2dc\uc2a4\ud15c\uc740 \uacc4\uc815 \uc9c4\ud589 \uc0c1\ud669\uc5d0 \ub300\ud55c \uc9c0\uc18d\uc801\uc778 \uc5c5\ub370\uc774\ud2b8\ub97c \ubcf4\uc7a5\ud569\ub2c8\ub2e4.<\/p>\n<p><strong>\ub9c8\ucf00\ud305 \uc790\ub3d9\ud654 \ud50c\ub7ab\ud3fc:<\/strong> \ucf58\ud150\uce20 \uc0dd\uc131\uc744 \uac04\uc18c\ud654\ud558\uace0 \ucf58\ud150\uce20\uc5d0 \ub300\ud55c \uc0ac\uc6a9\uc790 \uc815\uc758\ub97c \uc790\ub3d9\ud654\ud569\ub2c8\ub2e4.<\/p>\n<p><strong>\uacc4\uc815 \ub370\uc774\ud130 \ubcf4\uac15 \uc560\ud50c\ub9ac\ucf00\uc774\uc158:<\/strong> \uae30\uc874 \ub3c4\uad6c\uc640 \ud0c0\uac9f \ub370\uc774\ud130\ub97c \ubcd1\ud569\ud558\uace0 AI\ub97c \ud65c\uc6a9\ud558\uc5ec \uc7a0\uc7ac \uace0\uac1d\uc5d0 \ub300\ud55c \uc774\ud574\ub3c4\ub97c \ub192\uc774\uc138\uc694.<\/p>\n<p><strong>\uc6f9 \uac1c\uc778\ud654 \uc194\ub8e8\uc158:<\/strong> \uc6f9\uc0ac\uc774\ud2b8 \ubc29\ubb38\uc790\ub97c \ubaa8\ub2c8\ud130\ub9c1\ud558\uace0 \uc0ac\uc6a9\uc790 \uacbd\ud5d8\uc744 \ub9de\ucda4\ud654\ud569\ub2c8\ub2e4.<\/p>\n<p><strong>\ud574\uc11d\ud559:<\/strong> \ub2e4\uc591\ud55c \ub3c4\uad6c\ub97c \uc0ac\uc6a9\ud558\uc5ec \uc7a0\uc7ac \uace0\uac1d \uc0c1\ud638\uc791\uc6a9\uc5d0\uc11c \ub370\uc774\ud130\ub97c \uc218\uc9d1\ud558\uace0 \ud3c9\uac00\ud569\ub2c8\ub2e4. \uacc4\uc815\uc5d0 \ub300\ud55c \ud1b5\ucc30\ub825\uc744 \uac1c\uc120\ud558\uae30 \uc704\ud574 \ub370\uc774\ud130\ub97c \uc911\uc559\ud654\ud558\uace0 \ubcd1\ud569\ud558\ub294 \ub3c4\uad6c\ub97c \ud65c\uc6a9\ud569\ub2c8\ub2e4.<\/p>\n<h3><a id=\"monitor-your-tactics-and-adjust\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uc804\ub7b5\uc744 \ubaa8\ub2c8\ud130\ub9c1\ud558\uace0 \uac1c\uc120\ud558\uc138\uc694<\/h3>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \ud504\ub808\uc784\uc6cc\ud06c\ub294 \ucc98\uc74c\ubd80\ud130 \uc644\ubcbd\ud558\uc9c0 \uc54a\uc2b5\ub2c8\ub2e4. \uc0c1\ud669\uc774 \uc544\ubb34\ub9ac \uc798 \uc9c4\ud589\ub418\ub354\ub77c\ub3c4 \ud56d\uc0c1 \uac1c\uc120\uc758 \uc5ec\uc9c0\uac00 \uc788\uc2b5\ub2c8\ub2e4.\u00a0<\/p>\n<p>ABM \uc804\ub7b5\uc744 \uc5b4\ub5bb\uac8c \uac1c\uc120\ud560 \uc218 \uc788\uc744\uae4c\uc694? \ubaa8\ub4e0 \ub2e8\uacc4\uc5d0\uc11c \uad6c\ub9e4\uc790 \uc5ec\uc815\uc744 \ubaa8\ub2c8\ud130\ub9c1\ud558\uba74 \ub429\ub2c8\ub2e4. Google Analytics\uc640 \uac19\uc740 \uae30\ubcf8 \ub3c4\uad6c\ub294 \uc6f9\uc0ac\uc774\ud2b8 \uc131\uacfc\ub97c \ucd94\uc801\ud558\ub294 \ub370 \uc720\uc6a9\ud569\ub2c8\ub2e4. \uc774\ub7ec\ud55c \ud1b5\ucc30\ub825\uc744 \ub2e4\ub978 ABM \ub3c4\uad6c\uc640 \ud1b5\ud569\ud558\uc5ec \ub9c8\ucf00\ud305 \ud37c\ub110\uc758 \uc0ac\uac01\uc9c0\ub300\uc640 \ubc29\ud574 \uc694\uc18c\ub97c \ud30c\uc545\ud569\ub2c8\ub2e4.\u00a0<\/p>\n<h2><a id=\"start-your-account-based-marketing-strategy-in-six-steps\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>6\ub2e8\uacc4\ub85c \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uccad\uc0ac\uc9c4\uc744 \uc2dc\uc791\ud558\uc138\uc694<\/h2>\n<p>\uc774\uc81c \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc774 \ubb34\uc5c7\uc744 \uc218\ubc18\ud558\ub294\uc9c0, \uadf8\ub9ac\uace0 \ud68c\uc0ac \uc131\uc7a5\uc744 \ucd09\uc9c4\ud558\ub294 \uc7a0\uc7ac\ub825\uc774 \ubb34\uc5c7\uc778\uc9c0 \uc774\ud574\ud588\uc73c\ub2c8, \uc774 \ud504\ub85c\uc138\uc2a4\ub97c \uad6c\ud604\ud558\uae30 \uc704\ud55c \uc2e4\uc81c \ub2e8\uacc4\ub97c \uc790\uc138\ud788 \uc54c\uc544\ubcf4\uaca0\uc2b5\ub2c8\ub2e4.<\/p>\n<h3><a id=\"step-1-build-data-by-identifying-companies-you-want-to-target\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>1\ub2e8\uacc4: \ud0c0\uac9f\uc73c\ub85c \uc0bc\uc744 \ud68c\uc0ac\ub97c \uc2dd\ubcc4\ud558\uc5ec \ub370\uc774\ud130 \uc218\uc9d1<\/h3>\n<p>\uc804\ub7b5\uc744 \uac1c\ubc1c\ud558\uae30\uc5d0 \uc55e\uc11c, \uccab \ubc88\uc9f8 \ub2e8\uacc4\ub85c \ud0c0\uac9f \ud68c\uc0ac\ub97c \ud30c\uc545\ud558\ub294 \uac83\uc774 \ud544\uc694\ud569\ub2c8\ub2e4.\u00a0<\/p>\n<p>\uc6f9\uc0ac\uc774\ud2b8 \ubc29\ubb38\uc790\ub97c \uc778\uc2dd\ud558\uae30 \uc704\ud574 \ubc29\ubb38\uc790 \uc2dd\ubcc4 \ub3c4\uad6c\ub97c \ud65c\uc6a9\ud558\uc5ec \uc2dc\uc791\ud558\uc2ed\uc2dc\uc624. \uc774\ub294 \ud45c\uc2dc\ub97c \uc81c\uacf5\ud569\ub2c8\ub2e4.<\/p>\n<p>\uadc0\ud558\uac00 \uc81c\uacf5\ud558\ub294 \uc0c1\ud488\uc5d0 \ub300\ud55c \uad00\uc2ec \uc218\uc900\uc740 \ub9e4\uc6b0 \uc911\uc694\ud569\ub2c8\ub2e4.<\/p>\n<p>\uc774\uba54\uc77c \ub370\uc774\ud130\ubca0\uc774\uc2a4\uc640 CRM \uc2dc\uc2a4\ud15c\uacfc \uac19\uc774 \ud604\uc7ac \ub9c8\ucf00\ud305\uc5d0 \uc0ac\uc6a9\ud558\ub294 \ub3c4\uad6c\ub97c \uac80\ud1a0\ud558\uc5ec \uc7a0\uc7ac\uc801 \ub9ac\ub4dc\ub97c \ud30c\uc545\ud558\ub294 \uac83\uc744 \uace0\ub824\ud558\uc138\uc694. Dealfront\uc640 \uac19\uc740 \uc7a0\uc7ac \uace0\uac1d \ubc1c\uad74 \ub3c4\uad6c\ub97c \uc0ac\uc6a9\ud558\uc5ec \ud0c0\uac9f \uc2dc\uc7a5 \ub0b4\uc758 \ud68c\uc0ac\ub97c \uc801\uadf9\uc801\uc73c\ub85c \ucc3e\uc744 \uc218\ub3c4 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>ABM \uc804\ub7b5\uc5d0 \uac00\uc7a5 \uc801\ud569\ud55c \uace0\ubd80\uac00\uac00\uce58 \uae30\uc5c5\uc5d0 \ud2b9\ud788 \uc9d1\uc911\ud558\uc138\uc694.<\/p>\n<p>\uc608\ub97c \ub4e4\uc5b4, \ube0c\ub79c\ub4dc\ub97c \uc704\ud55c \uc9c0\ub2a5\ud615 \ucf5c\uc13c\ud130 \uc18c\ud504\ud2b8\uc6e8\uc5b4\ub97c \uc804\ubb38\uc73c\ub85c \ud558\ub294 \ud68c\uc0ac\uc778 CloudTalk\ub294 \ucd5c\uadfc\uc5d0 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc744 \uc2dc\uc791\ud588\uc2b5\ub2c8\ub2e4.<\/p>\n<p>CloudTalk\ub294 Tenten\ub97c \ud65c\uc6a9\ud558\uc5ec \uc6d4\ubcc4\ub85c \uc6f9\uc0ac\uc774\ud2b8\ub97c \ubc29\ubb38\ud588\uc9c0\ub9cc \uccb4\ud5d8\ud310\uc5d0 \uac00\uc785\ud558\uc9c0 \uc54a\uc740 1,000\uba85\uc758 \uc0c8\ub85c\uc6b4 \uc7a0\uc7ac \uace0\uac1d\uc744 \uc131\uacf5\uc801\uc73c\ub85c \ucc3e\uc544\ub0b4 \uc811\uadfc\ud588\uc2b5\ub2c8\ub2e4.<\/p>\n<p>CloudTalk\ub294 \uc0ac\uc774\ud2b8\uc5d0\uc11c \uac00\uc7a5 \ucc38\uc5ec\ub3c4\uac00 \ub192\uc740 \uc0c1\uc704 20\uba85\uc758 \uc0ac\uc6a9\uc790\ub97c \ub300\uc0c1\uc73c\ub85c \uac1c\uc778\ud654\ub41c ABM \ucea0\ud398\uc778\uc744 \ub9de\ucda4\ud654\ud588\uc2b5\ub2c8\ub2e4. \uc774 \uc811\uadfc \ubc29\uc2dd\uc744 \ud1b5\ud574 \ub9e4\ub2ec 20\uac1c \ud68c\uc0ac\ub97c \ucd94\uac00\ub85c \ubb34\ub8cc \uccb4\ud5d8\uc5d0 \ucc38\uc5ec\uc2dc\ud0ac \uc218 \uc788\uc5c8\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc774\ub4e4\uc740 \uae30\uc5c5 \uace0\uac1d\uc774\uba70 \uc628\ub77c\uc778 \uc1fc\ud551\uac1d\uc73c\ub85c\ubd80\ud130\uc758 \uc0b0\ubc1c\uc801\uc778 \uad6c\ub9e4\uac00 \uc544\ub2c8\ub77c\ub294 \uc810\uc744 \uba85\uc2ec\ud558\uc138\uc694. \uac00\uc785\uc740 \uc7a0\uc7ac\uc801\uc73c\ub85c \ub9e4\ub2ec \uc218\ubc31 \ub2ec\ub7ec \ub610\ub294 \uc218\ucc9c \ub2ec\ub7ec\ub97c \ubc8c\uc5b4\ub4e4\uc77c \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<h3><a id=\"step-2-tier-the-data%C2%A0%C2%A0\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>2\ub2e8\uacc4: \ub370\uc774\ud130 \ubd84\ub958\u00a0\u00a0<\/h3>\n<p>\uc774\uc81c \uc7a0\uc7ac \uace0\uac1d \ubaa9\ub85d\uc744 \uc791\uc131\ud588\uc73c\ub2c8, \uc774\uc81c \uce74\ud14c\uace0\ub9ac\ubcc4\ub85c \ubd84\ub958\ud560 \ucc28\ub840\uc785\ub2c8\ub2e4. LinkedIn\uacfc \ud68c\uc0ac \uc6f9\uc0ac\uc774\ud2b8\ub97c \ud65c\uc6a9\ud558\uc5ec \uc8fc\uc694 \uc5f0\ub77d\ucc98\ub97c \ucc3e\uc544\ubcf4\uc138\uc694.<\/p>\n<p>LinkedIn\uc758 Sales Navigator\ub294 \uc774 \uacfc\uc815\uc5d0\uc11c \ub9e4\uc6b0 \uc720\uc6a9\ud560 \uc218 \uc788\uc9c0\ub9cc, \uc57d\uac04\uc758 \uc218\ub3d9 \ub178\ub825\uc73c\ub85c \uc778\ud574 \ub3c4\uad6c\ub97c \uc9d1\uc911\uc801\uc73c\ub85c \uc0ac\uc6a9\ud560 \ud544\uc694\uac00 \uc5c6\uc744 \uc218\ub3c4 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>CEO\ub294 \ubc14\uc05c \uc77c\uc815\uc744 \uace0\ub824\ud560 \ub54c \uac00\uc7a5 \uc801\ud569\ud55c \ub300\uc0c1\uc740 \uc544\ub2d0 \uc218 \uc788\uc2b5\ub2c8\ub2e4. \ud558\uc9c0\ub9cc \ub9c8\ucf00\ud305 \ub9e4\ub2c8\uc800\ub098 \uc778\uc0ac\ubd80\uc758 \uc804\ubb34 \ube44\uc11c\uac00 \ub354 \uc801\ud569\ud55c \uc120\ud0dd\uc774 \ub420 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc628\ub77c\uc778 \ud3ec\ub7fc\uc774\ub098 LinkedIn\uc5d0\uc11c \uace0\uac1d\uc774 \uc62c\ub9b0 \uc774\ub984, \uc774\uba54\uc77c \uc8fc\uc18c, \ubb38\uc758 \uc0ac\ud56d\uc744 \uc218\uc9d1\ud558\uc5ec \uc774 \ubaa8\ub4e0 \ub370\uc774\ud130\ub97c \uc2a4\ud504\ub808\ub4dc\uc2dc\ud2b8\ub85c \uc815\ub9ac\ud569\ub2c8\ub2e4.<\/p>\n<h3><a id=\"step-3-rank-your-prospects-for-different-account-based-marketing-campaigns\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>3\ub2e8\uacc4: \ub2e4\uc591\ud55c \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \ucea0\ud398\uc778\uc5d0 \ub300\ud55c \uc7a0\uc7ac \uace0\uac1d \ud3c9\uac00<\/h3>\n<p>\uc7a0\uc7ac\uc801\uc778 \uace0\uac1d \uba85\ub2e8\uc774 \uc0dd\uae30\uba74 \uc774\uc81c \uace0\uac1d\uc744 \ud3c9\uac00\ud560 \ucc28\ub840\uc785\ub2c8\ub2e4.<\/p>\n<p>\uc5b4\ub5a4 \uc7a0\uc7ac \uace0\uac1d\uc774 \uadc0\ud558\uc758 \uc6f9\uc0ac\uc774\ud2b8\ub97c \uc5ec\ub7ec \ubc88 \ub2e4\uc2dc \ubc29\ubb38\ud588\uc2b5\ub2c8\uae4c?<\/p>\n<p>\uadc0\ud558\uac00 \uc81c\uacf5\ud558\ub294 \uac83\uacfc \uc720\uc0ac\ud55c \uc194\ub8e8\uc158\uc5d0 \uad00\uc2ec\uc774 \uc788\uc74c\uc744 \ub098\ud0c0\ub0b4\uba70 \ud3ec\ub7fc\uc5d0 \uc9c8\ubb38\uc744 \uac8c\uc2dc\ud55c \uc0ac\ub78c\uc774 \ub204\uad6c\uc600\uc2b5\ub2c8\uae4c?<\/p>\n<p>\uac01 \uc870\uc9c1 \uc911\uc5d0\uc11c \uac00\uc7a5 \uc5f0\ub77d\ud558\uae30 \uc26c\uc6b4 \uc0ac\ub78c\uc740 \ub204\uad6c\uc785\ub2c8\uae4c?<\/p>\n<p>\uc608\ub97c \ub4e4\uc5b4, \uc218\uc11d \ubd80\uc0ac\uc7a5\uc774 \uadc0\uc0ac\uc758 \ube14\ub85c\uadf8 \uac8c\uc2dc\ubb3c \uc911 \ud558\ub098\ub97c \uc18c\uc15c \ubbf8\ub514\uc5b4\uc5d0 \uacf5\uc720\ud588\uac70\ub098 LinkedIn \uadf8\ub8f9\uc5d0\uc11c \uadc0\ud558\uac00 \ub2f5\ubcc0\ud560 \uc218 \uc788\ub294 \uc9c8\ubb38\uc744 \ud55c \uc801\uc774 \uc788\uc2b5\ub2c8\uae4c?<\/p>\n<p>\uc774\ub7ec\ud55c \ud65c\uc131 \ub9ac\ub4dc\ub294 \ucd08\uae30 \ub178\ub825\uc758 \uc8fc\ub41c \ucd08\uc810\uc774 \ub418\uc5b4\uc57c \ud569\ub2c8\ub2e4.<\/p>\n<p>\uc608\ub97c \ub4e4\uc5b4 ICT \ud68c\uc0ac\uc778 Triuvare\ub294 ICT \uc785\ucc30 \uac00\uc774\ub4dc\ub97c \ub2e4\uc6b4\ub85c\ub4dc\ud558\ub294 \uace0\uac1d\uc744 \uc720\ub9dd \uace0\uac1d\uc73c\ub85c \ubd05\ub2c8\ub2e4. \uc774 \uac00\uc774\ub4dc\ub97c \ubc1b\uc740 \uace0\uac1d\uc774 \uad6c\ub9e4\ub97c \uc55e\ub450\uace0 \uc788\ub2e4\ub294 \uc0ac\uc2e4\uc744 \uc54c\uace0 \uc788\uae30 \ub54c\ubb38\uc5d0 Triuvare\uac00 \ucd5c\uc801\uc758 \uc120\ud0dd\uc774\ub77c\ub294 \uc810\uc744 \ubcf4\uc5ec\uc8fc\uae30 \uc704\ud574 \ub178\ub825\ud569\ub2c8\ub2e4.<\/p>\n<h3><a id=\"step-4-create-content-for-prospects\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>4\ub2e8\uacc4: \uc7a0\uc7ac \uace0\uac1d\uc744 \uc704\ud55c \ucf58\ud150\uce20 \uac1c\ubc1c<\/h3>\n<p>\uc7a0\uc7ac \uace0\uac1d\uc744 \ud30c\uc545\ud588\ub2e4\uba74, \uc774\uc81c \uadf8\ub4e4\uc744 \uc720\ud639\ud560 \ucc28\ub840\uc785\ub2c8\ub2e4.<\/p>\n<p>\uc774\uac83\uc774 ABM\uc758 \ud575\uc2ec\uc785\ub2c8\ub2e4. \uac1c\uc778\ud654\ub41c \ucf58\ud150\uce20\ub97c \ub9cc\ub4dc\ub294 \uac83\uc785\ub2c8\ub2e4. \uc774 \ucf58\ud150\uce20\ub294 \ube14\ub85c\uadf8 \uae30\uc0ac, \uc774\uba54\uc77c, \uad11\uace0, \ubc31\uc11c \ub4f1 \ub2e4\uc591\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc8fc\uc694 \ubaa9\ud45c\ub294 \ud2b9\uc815 \ud68c\uc0ac\uac00 \uc9c1\uba74\ud55c \uacfc\uc81c\ub098 \uc804\ud658\uc744 \ub9c9\ub294 \uc7a5\ubcbd\uc744 \ud574\uacb0\ud558\ub294 \uac83\uc785\ub2c8\ub2e4.<\/p>\n<p>\uc608\ub97c \ub4e4\uc5b4, ROI Amplified\ub294 \uae30\uc220\uc801 \uc5ed\ub7c9\uc744 \uacfc\uc2dc\ud568\uc73c\ub85c\uc368 \uad00\uc2ec\uc744 \ubd88\ub7ec\uc77c\uc73c\ud0ac \uac83\uc73c\ub85c \uc0dd\uac01\ud55c \uc2ec\uce35\uc801\uc778 \ucf58\ud150\uce20\uac00 \ub9c8\ucf00\ud305\uc744 \ud0d0\uad6c\ud558\ub294 \ub300\ud559\uc0dd \ub4f1, \uc81c\ud488 \uad6c\ub9e4\uc5d0 \uad00\uc2ec\uc774 \uc5c6\ub294 \uc0ac\ub78c\ub4e4\uc758 \ud2b8\ub798\ud53d\uc744 \ub04c\uc5b4\ub4e4\uc774\uace0 \uc788\ub2e4\ub294 \uac83\uc744 \ubc1c\uacac\ud588\uc2b5\ub2c8\ub2e4.<\/p>\n<h3><a id=\"step-5-connect-content-and-message-to-persona-and-account\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>5\ub2e8\uacc4: \ucf58\ud150\uce20\uc640 \uba54\uc2dc\uc9c0\ub97c \ud398\ub974\uc18c\ub098\uc640 \uacc4\uc815\uacfc \uc5f0\uad00\uc2dc\ud0b5\ub2c8\ub2e4.<\/h3>\n<p>\uc774\uc81c \ub6f0\uc5b4\ub09c \ucf58\ud150\uce20\uc640 ABM \ucf58\ud150\uce20 \ub9c8\ucf00\ud305 \uc804\ub7b5\uc744 \ub9cc\ub4e4\uc5c8\uc73c\ub2c8, \uc774\ub97c \uc801\uc808\ud55c \ub300\uc0c1 \uace0\uac1d\uc5d0\uac8c \uc804\ub2ec\ud560 \ucc28\ub840\uc785\ub2c8\ub2e4.<\/p>\n<p>\uba3c\uc800 \uac01 \uacc4\uce35\uacfc \ud398\ub974\uc18c\ub098\uc5d0 \ub9de\ub294 \ucea0\ud398\uc778\uc744 \uad6c\uc131\ud55c \ub2e4\uc74c, \ubaa8\ub4e0 \ub9c8\ucf00\ud305 \ucc44\ub110\uacfc \uacc4\uce35\uc5d0 \ub9de\uac8c \uc811\uadfc \ubc29\uc2dd\uc744 \uc870\uc815\ud558\uc138\uc694.<\/p>\n<p>\ub2f9\uc2e0\uc740 \uc774 \ucf58\ud150\uce20\ub97c \ud2b9\uc815 \ub300\uc0c1\uc744 \uc704\ud574 \uac1c\ubc1c\ud588\ub098\uc694? \ub530\ub77c\uc11c \uc544\uc6c3\ub9ac\uce58\ub3c4 \uac1c\uc778\ud654\ud558\ub294 \uac8c \ud569\ub9ac\uc801\uc785\ub2c8\ub2e4.<\/p>\n<p>\uac1c\uc778\ud654\ub294 \ubcf8\uc9c8\uc801\uc73c\ub85c ABM\uc744 \uc0c1\uc9d5\ud569\ub2c8\ub2e4.<\/p>\n<p>\ucf58\ud150\uce20\ub97c \uc81c\uacf5\ud558\ub294 \ub370 \uc0ac\uc6a9\ub418\ub294 \uc804\ub7b5\uc5d0\ub294 LinkedIn \uad11\uace0, \uc774\uba54\uc77c \ucea0\ud398\uc778, \uc9c1\uc811 \uc6b0\ud3b8\ubb3c \ub610\ub294 \uc815\ud655\ud558\uac8c \ud0c0\uac9f\ud305\ub41c PPC \uad11\uace0\uac00 \ud3ec\ud568\ub420 \uc218 \uc788\uc2b5\ub2c8\ub2e4. \uc120\ud0dd\uc740 \ub300\uc0c1 \uace0\uac1d\uc774 \uc790\uc8fc \uc0ac\uc6a9\ud558\ub294 \ud50c\ub7ab\ud3fc\uc5d0 \ub530\ub77c \ub2ec\ub77c\uc9d1\ub2c8\ub2e4.<\/p>\n<p>\uc608\ub97c \ub4e4\uc5b4, LMCS\ub294 Tenten\uc5d0\uc11c \uc218\uc9d1\ud55c \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \ubc0f \ubc29\ubb38\uc790 \ub370\uc774\ud130\ub97c \uc0ac\uc6a9\ud558\uc5ec \uad00\ub828 \ub9ac\ub4dc \ubaa9\ub85d\uc744 \uc791\uc131\ud588\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uc774\ud6c4, \ud574\ub2f9 \uae30\uc5c5\uc758 \uc601\uc5c5 \ub2f4\ub2f9\uc790\uac00 \uc7a0\uc7ac \uace0\uac1d\uc778\uc9c0 \ud655\uc778\ud558\uae30 \uc704\ud574 \ud574\ub2f9 \uae30\uc5c5\uc758 \uc6f9\uc0ac\uc774\ud2b8\ub97c \ubc29\ubb38\ud588\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uadf8\ub4e4\uc740 \uc720\ub9dd\ud55c \uc7a0\uc7ac\uace0\uac1d\uc73c\ub85c\ubd80\ud130 \uc5f0\ub77d\ucc98 \uc815\ubcf4\ub97c \uc218\uc9d1\ud55c \ub2e4\uc74c \ud0c0\uac9f\ud305\ub41c \uc774\uba54\uc77c \ucea0\ud398\uc778\uc744 \ud1b5\ud574 \ucf58\ud150\uce20\ub97c \ubc30\ud3ec\ud588\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uacb0\uacfc?<\/p>\n<p>\uadf8\ub4e4\uc740 \ucd1d 75\uac1c \ud68c\uc0ac\uc5d0 \uc5f0\ub77d\ud558\uc5ec 14\uac1c\uc758 \uc57d\uc18d\uc744 \ud655\ubcf4\ud558\uace0 12\uac1c\uc758 \uc81c\uc548\uc744 \ubc1c\uc1a1\ud588\uc2b5\ub2c8\ub2e4. ABM\uc758 \uc2b9\ub9ac\uc785\ub2c8\ub2e4.<\/p>\n<h3><a id=\"step-6-watch-the-cash-roll-in\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>6\ub2e8\uacc4: \uc218\uc775 \uc720\uc785 \uad00\ucc30<\/h3>\n<p>\uc9c4\uc9c0\ud558\uac8c \ub9d0\ud574\uc11c ABM\uc740 \uc7a0\uc7ac\uace0\uac1d\uc744 \uc720\uce58\ud558\uace0 \ucc38\uc5ec\uc2dc\ud0a4\ub294 \ub370 \ub9e4\uc6b0 \ud6a8\uacfc\uc801\uc778 \uc804\ub7b5\uc785\ub2c8\ub2e4.<\/p>\n<p>\ud55c \uc5f0\uad6c\uc5d0 \ub530\ub974\uba74, B2B \ub9c8\ucf00\ud130\uc758 87%\uac00 \ub2e4\ub978 \ub9c8\ucf00\ud305 \uc804\ub7b5\uc5d0 \ube44\ud574 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uc811\uadfc \ubc29\uc2dd\uc774 \ub354 \ud6a8\uacfc\uc801\uc774\ub77c\uace0 \uc778\uc815\ud588\uc2b5\ub2c8\ub2e4.<\/p>\n<h2><a id=\"seven-account-based-marketing-metrics-you-need-to-track\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \ucd94\uc801\uc5d0 \ud544\uc218\uc801\uc778 7\uac00\uc9c0 \uc9c0\ud45c<\/h2>\n<p>ABM \uad6c\ud604 \uc911\uc5d0 \ud3c9\uac00\ud560 \ub370\uc774\ud130\uac00 \ub118\uccd0\ub0a9\ub2c8\ub2e4. \uc5b4\ub5a4 \uc9c0\ud45c\uac00 \uc18c\uc74c\uc744 \uac78\ub7ec\ub0b4\uace0 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc758 \ub9e5\ubc15\uc744 \uc720\uc9c0\ud558\ub294 \ub370 \ub3c4\uc6c0\uc774 \ub420\uae4c\uc694?<\/p>\n<ol>\n<li>\n<p><strong>\uacc4\uc815 \ucc38\uc5ec:<\/strong> \uac01 \ud68c\uc0ac\uc758 \ub9c8\ucf00\ud305 \ucf58\ud150\uce20 \ucc38\uc5ec\ub3c4\ub97c \ubaa8\ub2c8\ud130\ub9c1\ud569\ub2c8\ub2e4. \uc774 \uc9c0\ud45c\ub294 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc758 \uad00\ub828\uc131\uc744 \ubc18\uc601\ud569\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p><strong>\uacc4\uc815 \uc9c4\ud589\ub960:<\/strong> \uc7a0\uc7ac \uace0\uac1d\uc774 \uc601\uc5c5 \ud30c\uc774\ud504\ub77c\uc778\uc744 \ud1b5\ud574 \uc9c4\ud589\ub418\ub294 \uc18d\ub3c4\ub97c \ucd94\uc801\ud569\ub2c8\ub2e4. \uc7a0\uc7ac\uc801\uc778 \ubcd1\ubaa9 \ud604\uc0c1\uc774\ub098 \ube44\ud6a8\uacfc\uc801\uc778 \uc804\ub7b5\uc744 \ubc1d\ud600\uc90d\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p><strong>\ud310\ub9e4 \uc8fc\uae30 \uae38\uc774:<\/strong> \ud300\uc774 \ud310\ub9e4\ub97c \ub9c8\ubb34\ub9ac\ud558\ub294 \ub370 \uac78\ub9ac\ub294 \ud3c9\uade0 \uae30\uac04\uc785\ub2c8\ub2e4. \uc9c4\ud589\ub960 \uc9c0\ud45c\uc640 \uc720\uc0ac\ud558\uac8c, \uc0ac\uc774\ud074 \uae38\uc774\ub294 \uae30\uc874 \ud30c\uc774\ud504\ub77c\uc778\uc758 \ud6a8\uc728\uc131\uc744 \uce21\uc815\ud558\uace0 \uac1c\uc120\uc744 \uc704\ud55c \ud1a0\ub300\ub97c \ub9c8\ub828\ud569\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p><strong>\uacc4\uc815 \uc774\ud0c8\ub960:<\/strong> \ud0c0\uac9f \uacc4\uc815\uc774 ABM \ud37c\ub110\uc5d0\uc11c \ube60\uc838\ub098\uac00\ub294 \ube44\uc728\uc785\ub2c8\ub2e4. \uc774 \ube44\uc728\uc744 \uc5c5\uacc4 \ubca4\uce58\ub9c8\ud06c\uc640 \ube44\uad50\ud558\uc5ec \uc2e0\uc18d\ud55c \uc131\uacfc \ud3c9\uac00\ub97c \uc2e4\uc2dc\ud569\ub2c8\ub2e4. \uc774 \ube44\uc728\uc744 \ubaa8\ub2c8\ud130\ub9c1\ud558\uba74 \uc804\ub7b5 \ubcc0\uacbd\uc744 \ud3c9\uac00\ud558\ub294 \ub370\uc5d0\ub3c4 \ub3c4\uc6c0\uc774 \ub429\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p><strong>\uace0\uac1d \uc0dd\uc560 \uac00\uce58(CLV):<\/strong> \uadc0\uc0ac\uc640\uc758 \uad00\uacc4 \uc804\ubc18\uc5d0 \uac78\uce5c \uace0\uac1d\uc758 \ucd1d \uc9c0\ucd9c\uc785\ub2c8\ub2e4. \uc774\ub294 \uadc0\uc0ac \ud300\uc774 \uc801\uc808\ud55c \uacc4\uc815\uc744 \ud6a8\uacfc\uc801\uc73c\ub85c \ud0c0\uac9f\ud305\ud558\uace0 \uc788\ub294\uc9c0\uc5d0 \ub300\ud55c \uac15\ub825\ud55c \uc9c0\ud45c\ub97c \uc81c\uacf5\ud569\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p><strong>\uace0\uac1d \uc778\uc218 \ube44\uc6a9(CAC):<\/strong> \ud0c0\uac9f \uacc4\uc815\uc744 \ud68d\ub4dd\ud558\uae30 \uc704\ud574 \ubc1c\uc0dd\ud55c \ube44\uc6a9\uc744 \ucd94\uc801\ud569\ub2c8\ub2e4. \uc774 \uc218\uce58\ub97c \uace0\uac1d \uc0dd\uc560 \uac00\uce58\uc640 \ube44\uad50\ud558\uc5ec ROI\ub97c \ud655\uc778\ud569\ub2c8\ub2e4.<\/p>\n<\/li>\n<li>\n<p><strong>\uc804\ud658\uc728 \ubc0f \uc2b9\ub960:<\/strong> \ub9c8\ucf00\ud305 \ubc0f \ud310\ub9e4 \ub178\ub825\uc758 \uc131\uacf5\uc744 \ubaa8\ub2c8\ud130\ub9c1\ud569\ub2c8\ub2e4. \uc804\ud658\uc728\uc774 \ub0ae\uc740 \uad6c\ub9e4\uc790 \uc5ec\uc815\uc758 \ub2e8\uacc4\ub97c \ubd84\uc11d\ud569\ub2c8\ub2e4.<\/p>\n<\/li>\n<\/ol>\n<h2><a id=\"account-based-marketing-examples-to-inspire-your-campaigns\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\ucea0\ud398\uc778\uc744 \ud65c\uc131\ud654\ud558\ub294 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uc0ac\ub840<\/h2>\n<p>Gartner\uc5d0 \ub530\ub974\uba74 ABM\uc740 \uc804\uccb4 \uacc4\uc815 \ucc38\uc5ec\ub97c 28%\ub9cc\ud07c \ub192\uc785\ub2c8\ub2e4. \uc774 \ud1b5\uacc4\ub294 \uc778\uc0c1\uc801\uc73c\ub85c \ub4e4\ub9ac\uc9c0\ub9cc \uc2e4\uc81c \uc0c1\ud669\uc5d0\uc11c\ub294 \uc5b4\ub5bb\uac8c \ud574\uc11d\ub420\uae4c\uc694?<\/p>\n<p>\uba87 \uac00\uc9c0 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uc0ac\ub840\ub97c \uc0b4\ud3b4\ubcf4\uaca0\uc2b5\ub2c8\ub2e4.<\/p>\n<h3><a id=\"saas\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uc11c\ube44\uc2a4\ud615 \uc18c\ud504\ud2b8\uc6e8\uc5b4(SaaS)<\/h3>\n<p>B2B\uc6a9 \uc778\ud150\ud2b8 \ub370\uc774\ud130 \ud50c\ub7ab\ud3fc\uc778 Tenten\ub294 ABM \uc804\ub7b5\uc744 \ud65c\uc6a9\ud558\uc5ec \uc0ac\uc5c5\uc744 \uac15\ud654\ud588\uc2b5\ub2c8\ub2e4. ICP(Ideal Customer Profile)\uc640 \uc77c\uce58\ud558\ub294 \ud68c\uc0ac\ub97c \uc2dd\ubcc4\ud558\ub294 \uac83\uc774 \uccab \ubc88\uc9f8 \ub2e8\uacc4\uc600\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\uadf8 \ud6c4, Tenten\ub294 \uc790\uccb4 \ub3c4\uad6c\ub97c \uc0ac\uc6a9\ud558\uc5ec \uc6f9\uc0ac\uc774\ud2b8 \ubc29\ubb38\uc790\ub97c \ucd94\uc801\ud558\uace0 \uc7a0\uc7ac\uc801\uc73c\ub85c \uac00\uce58 \uc788\ub294 \uacc4\uc815\uc744 \uc815\ud655\ud788 \ud30c\uc545\ud588\uc2b5\ub2c8\ub2e4. \ud1b5\ud569 \ud544\ud130\ub294 \ud2b9\uc815 \uae30\uc900\uc744 \ucda9\uc871\ud558\ub294 \ud68c\uc0ac\uc5d0 \uc9d1\uc911\ud560 \uc218 \uc788\ub3c4\ub85d \ud588\uc2b5\ub2c8\ub2e4. \uc5c5\ub370\uc774\ud2b8, \uc54c\ub9bc \ubc0f \uc790\ub3d9\ud654 \uba54\ucee4\ub2c8\uc998\uc744 \ud1b5\ud574 \ud300\uc740 \uacc4\uc815 \ud65c\ub3d9\uc744 \ucd5c\uc2e0 \uc0c1\ud0dc\ub85c \uc720\uc9c0\ud560 \uc218 \uc788\uc5c8\uc2b5\ub2c8\ub2e4.<\/p>\n<p>ABM \uc804\ub7b5\uc744 \ucc44\ud0dd\ud55c Tenten\ub294 \uc11c\ube44\uc2a4\uc5d0 \ub300\ud55c \uad00\uc2ec\uacfc \uad00\ub828\uc131\uc744 \ubcf4\uc774\ub294 \ud68c\uc0ac\ub97c \ud0c0\uac9f\uc73c\ub85c \uc0bc\uc558\uc2b5\ub2c8\ub2e4. \uc774 \ub9de\ucda4\ud615 \uc804\ub7b5 \ub355\ubd84\uc5d0 \uc774 \ud68c\uc0ac\ub294 \ud604\uc7ac 60,000\uac1c\uac00 \ub118\ub294 \uace0\uac1d \uacc4\uc815\uc744 \ubcf4\uc720\ud558\uace0 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<h3><a id=\"b2b-marketing\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>B2B \ub9c8\ucf00\ud305<\/h3>\n<p>\uae30\uc220 \ud68c\uc0ac\uac00 \uace0\uac00\uce58 \ubaa9\ud45c\uc5d0 \ub3c4\ub2ec\ud558\uae30 \uc704\ud55c ABM \uc804\ub7b5\uc744 \uc218\ub9bd\ud558\ub3c4\ub85d \uc9c0\uc6d0\ud558\ub294 \ud68c\uc0ac\uc778 xGrowth\ub294 Tenten\ub97c \uc0ac\uc6a9\ud558\uc5ec \uac01 \uae30\ud68c\uc5d0 \ub300\ud55c \uacc4\uc815\ubcc4 \ucc38\uc5ec \ud1b5\ucc30\ub825\uc744 \uc218\uc9d1\ud569\ub2c8\ub2e4. \uc218\uc9d1\ub41c \ub370\uc774\ud130\ub294 \uc758\ub3c4 \uc2e0\ud638\uc640 \uc804\ubc18\uc801\uc778 \ucea0\ud398\uc778 \ud6a8\uacfc\ub97c \uce21\uc815\ud558\ub294 \ub370 \ub3c4\uc6c0\uc774 \ub429\ub2c8\ub2e4.<\/p>\n<p>B2B \ub9c8\ucf00\ud305 \uae30\uad00\uc778 xGrowth\ub294 \uae30\uc220 \ud68c\uc0ac\uac00 \ud0c0\uac9f \uacc4\uc815\uc5d0 \ub9de\ucdb0 \ub9c8\ucf00\ud305 \ucea0\ud398\uc778\uc744 \ub9de\ucda4\ud654\ud558\ub3c4\ub85d \uc9c0\uc6d0\ud569\ub2c8\ub2e4.<\/p>\n<h2><a id=\"implement-account-based-marketing-with-tenten-by-dealfront\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>Dealfront\uc5d0\uc11c \uc81c\uacf5\ud558\ub294 Tenten\ub97c \ud65c\uc6a9\ud55c \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uc2e4\ud589<\/h2>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 \uc804\ub7b5\uc5d0 \uad00\ud55c \ub17c\uc758\uc5d0\uc11c \uc885\uc885 \ubb34\uc2dc\ub418\ub294 \uce21\uba74\uc774 \ud558\ub098 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\ub3c4\uad6c\uac00 \ub118\uccd0\ub098\uace0 \uad11\ubc94\uc704\ud55c \uc815\ubcf4\uc5d0 \uc27d\uac8c \uc811\uadfc\ud560 \uc218 \uc788\uae30 \ub54c\ubb38\uc5d0 \uc778\uac04 \uc0c1\ud638\uc791\uc6a9\uc774 \uc5ec\uc804\ud788 \uc911\uc694\ud55c \uc5ed\ud560\uc744 \ud55c\ub2e4\ub294 \uc0ac\uc2e4\uc744 \uac04\uacfc\ud558\uae30 \uc27d\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\ub300\uc0c1 \uace0\uac1d\uc774 B2B \uc804\ubb38\uac00\uc774\ub4e0 \uc77c\ubc18 \uc1fc\ud551\uac1d\uc774\ub4e0, \uadfc\ubcf8\uc801\uc73c\ub85c \uc6b0\ub9ac \ubaa8\ub450\ub294 \ub2e4\ub978 \uac1c\uc778\uacfc \uad50\ub958\ud558\ub294 \uc0ac\ub78c\ub4e4\uc785\ub2c8\ub2e4.\u00a0<\/p>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305\uc740 \uae30\uc5c5 \uace0\uac1d\uc5d0\uac8c \ucd5c\ub300\uc758 \ud6a8\uacfc\ub97c \ubcf4\uc77c \uc218 \uc788\uc9c0\ub9cc, \uac00\uc7a5 \uc911\uc694\ud55c \ubaa9\ud45c\ub294 \uc5ec\uc804\ud788 \uc8fc\uc694 \uc774\ud574 \uad00\uacc4\uc790 \ubc0f \uc758\uc0ac \uacb0\uc815\uc5d0 \ucc38\uc5ec\ud558\ub294 \uac1c\uc778\uacfc \uac1c\uc778\ud654\ub41c \uad00\uacc4\ub97c \uad6c\ucd95\ud558\ub294 \uac83\uc785\ub2c8\ub2e4.<\/p>\n<p>\ub370\uc774\ud130\ub294 \uadc0\ud558\uac00 \ucc38\uc5ec\ud558\ub294 \uc0ac\ub78c\uc5d0 \ub300\ud55c \uc2ec\uc624\ud55c \ud1b5\ucc30\ub825\uc744 \uc81c\uacf5\ud574\uc57c \ud569\ub2c8\ub2e4. \uadf8\ub807\uc9c0 \uc54a\uc73c\uba74 \uc758\ub3c4\ud55c \ubaa9\uc801\uc744 \ub2ec\uc131\ud558\uc9c0 \ubabb\ud569\ub2c8\ub2e4. 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