{"id":101421,"date":"2026-03-26T08:36:17","date_gmt":"2026-03-26T08:36:17","guid":{"rendered":"https:\/\/alienroad.com\/%eb%b6%84%eb%a5%98%eb%90%98%ec%a7%80-%ec%95%8a%ec%9d%8c\/account-based-marketing-abm-b2b-lead-generation\/"},"modified":"2026-04-05T22:45:12","modified_gmt":"2026-04-05T22:45:12","slug":"account-based-marketing-abm-b2b-lead-generation","status":"publish","type":"post","link":"https:\/\/alienroad.com\/ko\/seo-2\/account-based-marketing-abm-b2b-lead-generation\/","title":{"rendered":"\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM): B2B \ub9ac\ub4dc \uc0dd\uc131\uc744 \uace0\uac00\uce58 \ud30c\ud2b8\ub108\uc2ed\uc73c\ub85c \uc804\ud658"},"content":{"rendered":"<nav class=\"toc\">\n<h2>\ubaa9\ucc28<\/h2>\n<ul>\n<li>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc774\ub780 \ubb34\uc5c7\uc778\uac00?<\/li>\n<li>B2B\uc5d0\uc11c \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM) \uad6c\ud604\uc758 \uc774\uc810<\/li>\n<li>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc774 \uc804\ud1b5\uc801\uc778 \ub9ac\ub4dc \uc0dd\uc131\uacfc \uc5b4\ub5bb\uac8c \ub2e4\ub978\uac00<\/li>\n<li>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc744 \ud6a8\uacfc\uc801\uc73c\ub85c \uad6c\ud604\ud558\ub294 \ub2e8\uacc4<\/li>\n<li>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc5d0\uc11c \uae30\uc220 \ud65c\uc6a9<\/li>\n<li>\uc0ac\ub840 \uc5f0\uad6c: \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc758 \uc131\uacf5 \uc0ac\ub840<\/li>\n<li>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc758 \ub3c4\uc804\uacfc \ud574\uacb0\ucc45<\/li>\n<li>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM) \uc804\ub7b5\uc758 \uc131\uacf5 \uce21\uc815<\/li>\n<li>\uc790\uc8fc \ubb3b\ub294 \uc9c8\ubb38<\/li>\n<\/ul>\n<\/nav>\n<h2 id=\"section-1\">\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc774\ub780 \ubb34\uc5c7\uc778\uac00?<\/h2>\n<figure style=\"margin:24px 0\"><img decoding=\"async\" src=\"https:\/\/pixabay.com\/get\/g60fd8206072702c51b0fd81a17940e90be3b48e762de7d46f7c67699b23385dea200c005e4678b2b3d587b98446bf0349327087bd61c4584c7d23fa06119de47_1280.jpg\" alt=\"shaking hands\" style=\"width:100%;height:auto;border-radius:8px\" loading=\"lazy\" title=\"\"><\/figure>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc740 \ub9c8\ucf00\ud305\uacfc \uc601\uc5c5\uc774 \ud611\ub825\ud558\uc5ec \uac1c\ubcc4 \ub9ac\ub4dc \ub300\uc2e0 \uc774\uc0c1\uc801\uc778 \uace0\uac1d \uacc4\uc815\uc744 \ud0c0\uac9f\uc73c\ub85c \ud558\ub294 \uc9d1\uc911\uc801\uc778 B2B \uc804\ub7b5\uc744 \ub098\ud0c0\ub0c5\ub2c8\ub2e4. \uc774 \ubc29\ubc95\uc740 \ub370\uc774\ud130 \uae30\ubc18 \uc778\uc0ac\uc774\ud2b8\ub97c \uc0ac\uc6a9\ud558\uc5ec \uace0\uc7a0\uc7ac\ub825 \uae30\uc5c5 \uadf8\ub8f9\uc5d0 \ub9de\ucda4\ud615 \uacbd\ud5d8\uc744 \ucc3d\ucd9c\ud558\uba70, \uadf8\ub4e4\uc758 \uace0\uc720\ud55c \uace0\ud1b5\uc810\uc744 \ud574\uacb0\ud569\ub2c8\ub2e4. \uc2a4\ud504\ub808\uc774 \uc564\ub4dc \ud504\ub808\uc774 \uc804\uc220\uacfc \ub2ec\ub9ac ABM\uc740 \uc591\ubcf4\ub2e4 \uc9c8\uc744 \uc6b0\uc120\uc2dc\ud558\uc5ec \uc790\uc6d0 \ubc30\ubd84\uc744 \ub354 \ud6a8\uc728\uc801\uc73c\ub85c \ub9cc\ub4ed\ub2c8\ub2e4. \uc608\ub97c \ub4e4\uc5b4, IBM\uc758 ABM \uad6c\ud604\uc740 \uccab \ud574\uc5d0 \ud30c\uc774\ud504\ub77c\uc778 \uc18d\ub3c4\ub97c 30% \ud5a5\uc0c1\uc2dc\ucf30\uc2b5\ub2c8\ub2e4.<\/p>\n<h3>ABM\uc758 \ud575\uc2ec \uc6d0\uce59<\/h3>\n<p>ABM\uc758 \uae30\ubc18\uc740 \uacc4\uc815 \uc120\ud0dd\uc5d0 \uc911\uc810\uc744 \ub450\uba70, \ud300\uc740 LinkedIn Sales Navigator \uac19\uc740 \ub3c4\uad6c\ub97c \uc0ac\uc6a9\ud558\uc5ec \uc218\uc775 \uc7a0\uc7ac\ub825\uacfc \uc804\ub7b5\uc801 \uc801\ud569\uc131\uc5d0 \uae30\ubc18\ud55c \uacc4\uc815\uc744 \uc2dd\ubcc4\ud569\ub2c8\ub2e4. \uac1c\uc778\ud654\ub294 \uc758\uc0ac\uacb0\uc815\uc790\uc758 \uc5ed\ud560\uacfc \ub3c4\uc804\uc5d0 \uacf5\uac10\ud558\ub294 \ucf58\ud150\uce20\ub97c \uc81c\uc791\ud558\ub294 \uac83\uc73c\ub85c \uc774\uc5b4\uc9c0\uba70, \uc608\ub97c \ub4e4\uc5b4 \uc7ac\ubb34 \ub9ac\ub4dc\uc6a9 ROI \uacc4\uc0b0\uae30\uc785\ub2c8\ub2e4. \ubd80\uc11c \uac04 \uc815\ub82c\uc740 \uc804\ud1b5\uc801\uc778 \ub9c8\ucf00\ud305\uc758 \uc0ac\uc77c\ub85c\ub97c \uc904\uc5ec \uc6d0\ud65c\ud55c \uc2e4\ud589\uc744 \ubcf4\uc7a5\ud569\ub2c8\ub2e4. ABM Leadership Alliance\uc758 \uc5f0\uad6c\uc5d0 \ub530\ub974\uba74 ABM\uc744 \uc0ac\uc6a9\ud558\ub294 \ub9c8\ucf00\ud130\uc758 87%\uac00 \uc601\uc5c5 \ud300\uacfc\uc758 \ub354 \ub098\uc740 \uc815\ub82c\uc744 \ub2ec\uc131\ud588\uc2b5\ub2c8\ub2e4.<\/p>\n<p>ABM\uc758 \uc2e4\ud589\uc740 \uc774\uba54\uc77c, \uc774\ubca4\ud2b8, \uc18c\uc15c \ubbf8\ub514\uc5b4\ub97c \ud3ec\ud568\ud55c \ub2e4\ucc44\ub110 \uc870\uc728\uc744 \ud3ec\ud568\ud558\uba70, \uacc4\uc815 \ud0c0\uc784\ub77c\uc778\uc5d0 \ub9de\ucda4\ud615\uc785\ub2c8\ub2e4. \uce21\uc815\uc740 \ucc38\uc5ec \uc810\uc218\uc640 \ud30c\uc774\ud504\ub77c\uc778 \uc9c4\ud589 \uac19\uc740 \uacc4\uc815 \uc218\uc900 \uc9c0\ud45c\uc5d0 \uc911\uc810\uc744 \ub450\uba70, \ub2e8\uc21c\ud55c \ub9ac\ub4dc \uc591\uc774 \uc544\ub2d9\ub2c8\ub2e4. \uc774 \uc804\uccb4\uc801\uc778 \uad00\uc810\uc740 \uc804\ub7b5\uc744 \ubc18\ubcf5\uc801\uc73c\ub85c \uac1c\uc120\ud558\ub294 \ub370 \ub3c4\uc6c0\uc774 \ub429\ub2c8\ub2e4. \uc2e4\uc81c \uc608: Adobe\uc758 ABM \ud504\ub85c\uadf8\ub7a8\uc740 \ud55c \ubd84\uae30 \ub3d9\uc548 \ub2e8 50\uac1c \uacc4\uc815\uc5d0\uc11c 340\ub9cc \ub2ec\ub7ec\uc758 \ud30c\uc774\ud504\ub77c\uc778\uc744 \uc0dd\uc131\ud588\uc2b5\ub2c8\ub2e4.<\/p>\n<h3>\uc804\ud1b5\uc801\uc778 \ub9c8\ucf00\ud305\uc73c\ub85c\ubd80\ud130\uc758 \uc9c4\ud654<\/h3>\n<p>ABM\uc740 \ubcf5\uc7a1\ud55c B2B \ud658\uacbd\uc5d0\uc11c \uc778\ubc14\uc6b4\ub4dc \ub9c8\ucf00\ud305\uc758 \ud55c\uacc4\ub97c \uadf9\ubcf5\ud558\uae30 \uc704\ud574 \uc9c4\ud654\ud588\uc73c\uba70, \uad6c\ub9e4 \uc8fc\uae30\uac00 \uc218\uac1c\uc6d4 \ub610\ub294 \uc218\ub144\uc5d0 \uac78\uce60 \uc218 \uc788\uc2b5\ub2c8\ub2e4. \uc804\ud1b5\uc801\uc778 \ubc29\ubc95\uc740 \uc885\uc885 \uc601\uc5c5 \uc2dc\uac04\uc744 \ub0ad\ube44\ud558\ub294 \ube44\uc790\uaca9 \ub9ac\ub4dc\ub97c \uc0dd\uc131\ud558\uc9c0\ub9cc, ABM\uc740 \ubaa8\ub4e0 \uc0c1\ud638\uc791\uc6a9\uc774 \uacc4\uc815 \uc5ec\uc815\uc744 \ubc1c\uc804\uc2dc\ud0a4\ub3c4\ub85d \ubcf4\uc7a5\ud569\ub2c8\ub2e4. Salesforce \uac19\uc740 CRM \uc2dc\uc2a4\ud15c\uacfc\uc758 \ud1b5\ud569\uc740 \uacc4\uc815 \uac74\uac15\uc5d0 \ub300\ud55c \uac00\uc2dc\uc131\uc744 \ud5a5\uc0c1\uc2dc\ud0b5\ub2c8\ub2e4. Forrester\uc5d0 \ub530\ub974\uba74 ABM \ucc44\ud0dd\uc790\ub294 \uc721\uc131\ub41c \uad00\uacc4\ub85c \uc778\ud574 20% \ub192\uc740 \uc720\uc9c0\uc728\uc744 \ubcf4\uc785\ub2c8\ub2e4.<\/p>\n<p>\uc624\ub298\ub0a0 ABM\uc740 \uc608\uce21 \uc810\uc218\ub97c \uc704\ud55c <a href=\"https:\/\/alienroad.com\/ai-optimization-2\/mastering-ai-advertising-optimization-a-comparison-of-leading-tools-for-enterprise-aio\/\">AI \uac19\uc740 \uc2e0\ud765<\/a> \uae30\uc220\uc744 \ud1b5\ud569\ud558\uc5ec \ub354 \ud655\uc7a5 \uac00\ub2a5\ud558\uac8c \ub9cc\ub4ed\ub2c8\ub2e4. \uc774 \uc9c4\ud654\ub294 \uac70\ub798\uc801 \ud310\ub9e4\ubcf4\ub2e4 \ud30c\ud2b8\ub108\uc2ed \uad6c\ucd95\uc73c\ub85c\uc758 \uc804\ud658\uc744 \uac15\uc870\ud569\ub2c8\ub2e4. Cisco \uac19\uc740 \ucd08\uae30 \ucc44\ud0dd\uc790\ub294 ABM \uc774\ub2c8\uc154\ud2f0\ube0c\uc5d0 \uc9c1\uc811 \uae30\uc778\ud55c 17% \uc218\uc775 \uc131\uc7a5\uc744 \ubcf4\uace0\ud588\uc2b5\ub2c8\ub2e4. B2B \ud658\uacbd\uc774 \ub514\uc9c0\ud138\ud654\ub428\uc5d0 \ub530\ub77c ABM\uc758 \uc801\uc751\uc131\uc740 \uacbd\uc7c1 \uc6b0\uc704\ub97c \uc704\ud55c \ud544\uc218 \uc694\uc18c\ub85c \uc790\ub9ac\ub9e4\uae40\ud569\ub2c8\ub2e4.<\/p>\n<h2 id=\"section-2\">B2B\uc5d0\uc11c \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM) \uad6c\ud604\uc758 \uc774\uc810<\/h2>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc758 \uc8fc\uc694 \uc774\uc810 \uc911 \ud558\ub098\ub294 \ubcc0\ud658 \uac00\ub2a5\uc131\uc774 \uac00\uc7a5 \ub192\uc740 \uacc4\uc815\uc5d0 \ub178\ub825\uc744 \uc9d1\uc911\ud558\uc5ec \ud310\ub9e4 \uc8fc\uae30\ub97c \uac00\uc18d\ud654\ud558\ub294 \ub2a5\ub825\uc73c\ub85c, \uc885\uc885 \uac70\ub798 \uc2dc\uac04\uc744 30-50% \ub2e8\ucd95\ud569\ub2c8\ub2e4. \uc774 \ud0c0\uac9f \uc811\uadfc\uc740 \ub0ad\ube44\ub418\ub294 \uad11\uace0 \uc9c0\ucd9c\uc744 \ucd5c\uc18c\ud654\ud558\uace0 ROI\ub97c \ub192\uc774\uba70, ITSMA \uc5f0\uad6c\uc5d0 \ub530\ub974\uba74 ABM\uc744 \uc0ac\uc6a9\ud558\ub294 \uae30\uc5c5\uc758 91%\uac00 \uacc4\uc815\ub2f9 \uc218\uc775 \uc99d\uac00\ub97c \ubcf4\uace0\ud588\uc2b5\ub2c8\ub2e4. \uac1c\uc778\ud654\ub294 \uc2e0\ub8b0\ub97c \uc721\uc131\ud558\uc5ec \uc7a0\uc7ac \uace0\uac1d\uc744 \uc639\ud638\uc790\ub85c \ub9cc\ub4ed\ub2c8\ub2e4. \uc608\ub97c \ub4e4\uc5b4, ABM \ud50c\ub7ab\ud3fc\uc778 Terminus\ub294 \ub9de\ucda4\ud615 \ucea0\ud398\uc778\uc744 \ud1b5\ud574 \ud074\ub77c\uc774\uc5b8\ud2b8\uc758 \ucc38\uc5ec\uc728\uc744 4\ubc30 \ub192\uc600\uc2b5\ub2c8\ub2e4.<\/p>\n<h3>\ud5a5\uc0c1\ub41c ROI\uc640 \uc790\uc6d0 \ud6a8\uc728\uc131<\/h3>\n<p>ABM\uc740 \uc608\uc0b0\uc744 \uace0\uac00\uce58 \ud0c0\uac9f\uc5d0 \uc9d1\uc911\ud558\uc5ec \uc6b0\uc218\ud55c ROI\ub97c \uc81c\uacf5\ud558\uba70, \uad11\ubc94\uc704\ud55c \ucea0\ud398\uc778\uc5d0 \ube44\ud574 \uae30\ud68c\ub2f9 \ube44\uc6a9\uc774 \ud06c\uac8c \uac10\uc18c\ud569\ub2c8\ub2e4. \ub9c8\ucf00\ud130\ub294 \uc2ec\uce35 \uc5f0\uad6c\uc640 \ub9de\ucda4 \ucf58\ud150\uce20\uc5d0 \uc790\uc6d0\uc744 \ubc30\ubd84\ud558\uc5ec \ub354 \uae4a\uc740 \uc778\uc0ac\uc774\ud2b8\uc640 \ub354 \ub098\uc740 \uacb0\uacfc\ub97c \uc5bb\uc2b5\ub2c8\ub2e4. Gartner \uc5f0\uad6c\ub294 ABM\uc774 \ub9c8\ucf00\ud305\uc758 \uc218\uc775 \uae30\uc5ec\ub97c 20% \uc99d\uac00\uc2dc\ud0ac \uc218 \uc788\ub2e4\uace0 \uac15\uc870\ud569\ub2c8\ub2e4. \uc774 \ud6a8\uc728\uc131\uc740 \uc815\ubc00 \ud0c0\uac9f\ud305\uc744 \ud1b5\ud574 \uc791\uc740 \ud300\uc774 \ud070 \ud300\uacfc \uacbd\uc7c1\ud560 \uc218 \uc788\uac8c \ud569\ub2c8\ub2e4.<\/p>\n<ul>\n<li>ROI \uc9c0\ud45c\ub294 \uacc4\uc815 \uae30\ubc18 \uac70\ub798\uac00 \uc804\ud1b5\uc801\uc778 \ub9ac\ub4dc\ubcf4\ub2e4 2-3\ubc30 \ube60\ub974\uac8c \ub9c8\uac10\ub428\uc5d0 \ub530\ub77c \uac1c\uc120\ub429\ub2c8\ub2e4.<\/li>\n<li>\uc790\uc6d0 \uc808\uac10\uc740 \uae30\uc220 \uacc4\uc815\uc6a9 \uac00\uc0c1 \ud604\uc2e4 \ub370\ubaa8 \uac19\uc740 \ud601\uc2e0\uc801\uc778 \uc804\uc220\uc5d0 \uc7ac\ud22c\uc790\ud560 \uc218 \uc788\uac8c \ud569\ub2c8\ub2e4.<\/li>\n<li>\ud655\uc7a5\uc131\uc740 \uacc4\uc815 \uacc4\uce35\ud654\uc5d0\uc11c \ube44\ub86f\ub429\ub2c8\ub2e4: \ub9de\ucda4 \ud50c\ub808\uc774\ub97c \uc704\ud55c \ud50c\ub798\ud2f0\ub118, \uc790\ub3d9 \uc721\uc131\uc744 \uc704\ud55c \uc2e4\ubc84.<\/li>\n<\/ul>\n<p>\uc804\uccb4\uc801\uc73c\ub85c \uc774\ub7ec\ud55c \uc694\uc778\uc740 \uc131\uacf5\uc801\uc778 ABM\uc774 \ucd94\uac00 \ud22c\uc790\ub97c \ucd09\uc9c4\ud558\ub294 \uc120\uc21c\ud658\uc744 \ub9cc\ub4ed\ub2c8\ub2e4. SAP \uac19\uc740 \uae30\uc5c5\uc740 \uc774\ub7ec\ud55c \ud6a8\uc728\uc131\uc73c\ub85c 25% \ud30c\uc774\ud504\ub77c\uc778 \uc131\uc7a5\uc744 \ubcf4\uc558\uc2b5\ub2c8\ub2e4.<\/p>\n<h3>\uac1c\uc120\ub41c \uc601\uc5c5 \ubc0f \ub9c8\ucf00\ud305 \uc815\ub82c<\/h3>\n<p>ABM\uc740 \uacf5\uc720 \uacc4\uc815 \ubaa9\ud45c\ub97c \uc911\uc2ec\uc73c\ub85c \uc601\uc5c5\uacfc \ub9c8\ucf00\ud305\uc744 \uacb0\ud569\ud558\uc5ec \ub9c8\ucc30\uc744 \uc904\uc774\uace0 \ud611\ub825\uc744 \uac15\ud654\ud569\ub2c8\ub2e4. \uacf5\ub3d9 \uacc4\ud68d \uc138\uc158\uc740 \ud130\uce58\ud3ec\uc778\ud2b8 \uc804\ubc18\uc5d0 \uc77c\uad00\ub41c \uba54\uc2dc\uc9d5\uc744 \ubcf4\uc7a5\ud569\ub2c8\ub2e4. \uc774 \uc815\ub82c\uc740 SiriusDecisions\uc5d0 \ub530\ub77c 76% \ub192\uc740 \uace0\uac1d \ub9cc\uc871\ub3c4 \uc810\uc218\ub97c \uc774\ub055\ub2c8\ub2e4. \uc2e4\uc81c\ub85c \uacc4\uc815 \uce68\ud22c\uc728 \uac19\uc740 \uacf5\uc720 KPI\ub294 \ud300\uc744 \ucc45\uc784\uc9c0\uac8c \ud569\ub2c8\ub2e4.<\/p>\n<p>\uc5ec\uae30\uc11c \uae30\uc220\uc740 Marketo \uac19\uc740 \ud50c\ub7ab\ud3fc\uc73c\ub85c \uc2e4\uc2dc\uac04 \ub370\uc774\ud130 \uacf5\uc720\ub97c \ucd09\uc9c4\ud569\ub2c8\ub2e4. \uacb0\uacfc\ub294 \uc7a0\uc7ac \uace0\uac1d\uc774 \uc77c\uad00\ub41c \ud1b5\ud569 \uc804\uba74\uc73c\ub85c \uc778\uc2dd\ud558\ub294 \uac83\uc785\ub2c8\ub2e4. Dell\uc758 ABM \ub178\ub825\uc740 \uc774 \uc2dc\ub108\uc9c0\ub85c \ud0c0\uac9f \uacc4\uc815\uc758 \uc2b9\ub960\uc744 65%\ub85c \ub192\uc600\uc2b5\ub2c8\ub2e4. \uc7a5\uae30\uc801\uc73c\ub85c \uc774\ub294 B2B \uc131\uacf5\uc5d0 \ud544\uc218\uc801\uc778 \ub0b4\ubd80 \ud30c\ud2b8\ub108\uc2ed \ubb38\ud654\ub97c \uad6c\ucd95\ud569\ub2c8\ub2e4.<\/p>\n<h2 id=\"section-3\">\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc774 \uc804\ud1b5\uc801\uc778 \ub9ac\ub4dc \uc0dd\uc131\uacfc \uc5b4\ub5bb\uac8c \ub2e4\ub978\uac00<\/h2>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc740 \ud37c\ub110\uc744 \ub4a4\uc9d1\uc74c\uc73c\ub85c\uc368 \uc804\ud1b5\uc801\uc778 \ub9ac\ub4dc \uc0dd\uc131\uacfc \ucc28\ubcc4\ud654\ub429\ub2c8\ub2e4: \uc591\uc744 \uc704\ud55c \ub113\uc740 \uadf8\ubb3c \ub300\uc2e0 \ud575\uc2ec \uacc4\uc815\uc5d0 \uc881\uc740 \ucd08\uc810\uc744 \uc2dc\uc791\ud569\ub2c8\ub2e4. \uc804\ud1b5\uc801\uc778 \ubc29\ubc95\uc740 \ub300\ub7c9 \uc774\uba54\uc77c\uacfc \ucf58\ud150\uce20 \uc2e0\ub514\ucf00\uc774\uc158\uc744 \ud1b5\ud574 \ub9ac\ub4dc\ub97c \uc720\uce58\ud558\uc9c0\ub9cc, \uc885\uc885 \uc601\uc5c5 \ud300\uc744 \uc555\ub3c4\ud558\ub294 \uc800\ud488\uc9c8 \uc7a0\uc7ac \uace0\uac1d\uc744 \ucd08\ub798\ud569\ub2c8\ub2e4. \uadf8\ub7ec\ub098 ABM\uc740 \uacc4\uc815 \uc778\ud154\ub9ac\uc804\uc2a4\ub97c \uc0ac\uc6a9\ud558\uc5ec \uc758\uc0ac\uacb0\uc815\uc790\ub97c \uc9c1\uc811 \ucc38\uc5ec\uc2dc\ucf1c ABM \ubca4\uce58\ub9c8\ud06c\uc5d0 \ub530\ub77c 84% \ub192\uc740 \ucffc\ud130 \ub2ec\uc131\ub960\uc744 \ub2ec\uc131\ud569\ub2c8\ub2e4. \uc774 \uc804\ud658\uc740 \uae4a\uc774\ub97c \uc6b0\uc120\uc2dc\ud558\uc5ec \uc77c\ud68c\uc131 \ud310\ub9e4 \ub300\uc2e0 \ud30c\ud2b8\ub108\uc2ed\uc744 \uc774\ub055\ub2c8\ub2e4.<\/p>\n<h3>\uacc4\uc815 \uc120\ud0dd vs. \ub9ac\ub4dc \uc591<\/h3>\n<p>\uc804\ud1b5\uc801\uc778 \ub9ac\ub4dc \uc0dd\uc131\uc5d0\uc11c \uc591\uc774 \uc9c8\uc744 \uc55e\uc9c0\ub974\uba70, Google Ads \uac19\uc740 \ub3c4\uad6c\ub294 \ub9e4\uc6d4 \uc218\ucc9c \uac1c\uc758 \ub9ac\ub4dc\ub97c \uc0dd\uc131\ud558\uc9c0\ub9cc 5-10%\ub9cc \uc790\uaca9\uc744 \uac16\ucda5\ub2c8\ub2e4. ABM\uc740 \ud68c\uc0ac \uadf8\ub798\ud53d, \uae30\uc220 \uadf8\ub798\ud53d, \uc758\ub3c4 \ub370\uc774\ud130\ub85c \uacc4\uc815\uc744 \uc810\uc218\ud654\ud558\uc5ec 50-200\uac1c\uc758 \uace0\uc7a0\uc7ac\ub825 \ud0c0\uac9f\uc744 \uc120\ud0dd\ud568\uc73c\ub85c\uc368 \uc774\ub97c \ub4a4\uc9d1\uc2b5\ub2c8\ub2e4. \uc774 \uc815\ubc00\uc131\uc740 \ub178\uc774\uc988\ub97c \uc904\uc785\ub2c8\ub2e4; \uc608\ub97c \ub4e4\uc5b4 Outreach.io \ud074\ub77c\uc774\uc5b8\ud2b8\ub294 40% \uc801\uc740 \ube44\uc790\uaca9 \ub9ac\ub4dc\ub97c \ubcf4\uace0\ud569\ub2c8\ub2e4. LinkedIn \ub370\uc774\ud130\ub294 ABM \ud0c0\uac9f \uacc4\uc815\uc774 \uad11\ubc94\uc704\ud55c \ucea0\ud398\uc778\ubcf4\ub2e4 3\ubc30 \ub354 \ucc38\uc5ec\ud55c\ub2e4\uace0 \ubcf4\uc5ec\uc90d\ub2c8\ub2e4.<\/p>\n<ul>\n<li>\uc804\ud1b5\uc801: \ub192\uc740 \uc591, \ub0ae\uc740 \ubcc0\ud658 (2-5% \ube44\uc728).<\/li>\n<li>ABM: \ub0ae\uc740 \uc591, \ub192\uc740 \ubcc0\ud658 (\uc120\ud0dd\ub41c \uacc4\uc815\uc5d0\uc11c 20-30% \ube44\uc728).<\/li>\n<li>\ud558\uc774\ube0c\ub9ac\ub4dc \uc811\uadfc\uc740 \uc911\uac04 \ud37c\ub110 \ud655\uc7a5\uc744 \uc704\ud574 \ub458\uc744 \uacb0\ud569\ud569\ub2c8\ub2e4.<\/li>\n<\/ul>\n<p>\uacb0\uacfc\ub294 \uc601\uc5c5\uc774 \ub530\ub73b\ud558\uace0 \uc721\uc131\ub41c \uacc4\uc815\uc5d0 \uc9d1\uc911\ud558\ub294 \uac04\uc18c\ud654\ub41c \ud30c\uc774\ud504\ub77c\uc778\uc785\ub2c8\ub2e4. Microsoft\uc758 ABM \uc804\ub7b5\uc740 \ub9e4\ub144 \ud0c0\uac9f \uacc4\uc815\uc758 25%\ub97c \ubcc0\ud658\ud558\ub294 \uc608\uc785\ub2c8\ub2e4.<\/p>\n<h3>\uac1c\uc778\ud654 \uae4a\uc774\uc640 \ub2e4\ucc44\ub110 \ucc38\uc5ec<\/h3>\n<p>\uc804\ud1b5\uc801\uc778 \ub9ac\ub4dc \uc0dd\uc131\uc740 \ubaa8\ub4e0 \uc0ac\ub78c\uc744 \uc704\ud55c \ud654\uc774\ud2b8\ud398\uc774\ud37c \uac19\uc740 \uc77c\ubc18 \ucf58\ud150\uce20\ub97c \uc81c\uacf5\ud558\uc5ec \ud0c8\ucc38\uc5ec\ub97c \ucd08\ub798\ud569\ub2c8\ub2e4. ABM\uc740 \ud2b9\uc815 \ub3c4\uc804\uc744 \ucc38\uc870\ud558\ub294 \uc774\uba54\uc77c\ubd80\ud130 \uacc4\uc815 \ud074\ub7ec\uc2a4\ud130\ub97c \uc704\ud55c \uc774\ubca4\ud2b8\uae4c\uc9c0 \ubaa8\ub4e0 \uac83\uc744 \ub9de\ucda4\ud654\ud569\ub2c8\ub2e4. \uc774 \ud558\uc774\ud37c-\uac1c\uc778\ud654\ub294 HubSpot \ub370\uc774\ud130\uc5d0 \ub530\ub77c \uac1c\ubd09\ub960\uc744 75% \ub192\uc785\ub2c8\ub2e4. \ucc44\ub110\uc5d0\ub294 \uc784\uc6d0\uc6a9 \uc9c1\uc811 \uc6b0\ud3b8\uacfc \uc601\ud5a5\ub825\uc790\ub97c \uc704\ud55c \uc6e8\ube44\ub098\uac00 \ud3ec\ud568\ub418\uc5b4 \ubab0\uc785\ud615 \uacbd\ud5d8\uc744 \ub9cc\ub4ed\ub2c8\ub2e4.<\/p>\n<p>\uce21\uc815\uc740 \uc0c1\ud638\uc791\uc6a9\uc744 \uc804\uccb4\uc801\uc73c\ub85c \ucd94\uc801\ud558\ub294 \uacc4\uc815 \uc5ec\uc815 \ub9f5\uc73c\ub85c \uc804\ud658\ub429\ub2c8\ub2e4. \uc804\ud1b5\uc801\uc778 MQL \uac19\uc740 \uc9c0\ud45c\ub294 ABM\uc758 \ucc38\uc5ec \uc18d\ub3c4\ub85c \ub300\uccb4\ub429\ub2c8\ub2e4. Salesforce\uc758 ABM \ud50c\ub808\uc774\ubd81\uc740 \uc774\ub7ec\ud55c \ub9de\ucda4 \ub178\ub825\uc73c\ub85c 35% \ube60\ub978 \uac70\ub798 \ub9c8\uac10\uc744 \uac15\uc870\ud569\ub2c8\ub2e4. \uad81\uadf9\uc801\uc73c\ub85c \uc774\ub294 \ucda9\uc131\ub3c4\ub97c \uc721\uc131\ud558\uba70, \ubc18\ubcf5 \ube44\uc988\ub2c8\uc2a4\uac00 15-20% \uc99d\uac00\ud569\ub2c8\ub2e4.<\/p>\n<table>\n<thead>\n<tr>\n<th>\uce21\uba74<\/th>\n<th>\uc804\ud1b5\uc801\uc778 \ub9ac\ub4dc \uc0dd\uc131<\/th>\n<th>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td>\ucd08\uc810<\/td>\n<td>\uac1c\ubcc4 \ub9ac\ub4dc, \ub192\uc740 \uc591<\/td>\n<td>\ud575\uc2ec \uacc4\uc815, \ub192\uc740 \uac00\uce58<\/td>\n<\/tr>\n<tr>\n<td>\uac1c\uc778\ud654<\/td>\n<td>\uc77c\ubc18 \ucf58\ud150\uce20<\/td>\n<td>\ub9de\ucda4 \ucea0\ud398\uc778<\/td>\n<\/tr>\n<tr>\n<td>ROI<\/td>\n<td>\ub0ae\uc74c (5-10% \ubcc0\ud658)<\/td>\n<td>\ub192\uc74c (20-30% \ubcc0\ud658)<\/td>\n<\/tr>\n<tr>\n<td>\ud300 \uc815\ub82c<\/td>\n<td>\uc0ac\uc77c\ub85c\ud654\ub41c \ub178\ub825<\/td>\n<td>\uacf5\ub3d9 \uacc4\uc815 \uc18c\uc720<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h2 id=\"section-4\">\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc744 \ud6a8\uacfc\uc801\uc73c\ub85c \uad6c\ud604\ud558\ub294 \ub2e8\uacc4<\/h2>\n<figure style=\"margin:24px 0\"><img decoding=\"async\" src=\"https:\/\/pixabay.com\/get\/gdc782e36e7fa4b2020a21b3d05bc9577bbfdf53ec44451ff0132ec4f1483c7cceda5e522034d95686e9c9eb7ad9c334d8ffe28cf6f93ba0e3a0caa1fae620c4b_1280.jpg\" alt=\"shaking hands\" style=\"width:100%;height:auto;border-radius:8px\" loading=\"lazy\" title=\"\"><\/figure>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM) \uad6c\ud604\uc740 \uacfc\uac70 \uc2b9\ub9ac \ub370\uc774\ud130, \uc608\ub97c \ub4e4\uc5b4 5\ucc9c\ub9cc \ub2ec\ub7ec \uc774\uc0c1\uc758 \uc218\uc775 \uaddc\ubaa8\uc640 \uae30\uc220 \ub610\ub294 \uae08\uc735 \uac19\uc740 \uc0b0\uc5c5 \uc218\uc9c1\uc744 \uc0ac\uc6a9\ud558\uc5ec \uc774\uc0c1\uc801\uc778 \uacc4\uc815 \ud504\ub85c\ud544 (IAP)\uc744 \uc815\uc758\ud558\ub294 \uac83\uc73c\ub85c \uc2dc\uc791\ud569\ub2c8\ub2e4. \uc774 \uae30\ucd08 \ub2e8\uacc4\ub294 \ud0c0\uac9f\uc5d0 \ub300\ud55c \uc815\ub82c\uc744 \ubcf4\uc7a5\ud558\uba70, \ud300\uc740 \ubd84\uae30\ubcc4\ub85c 100-500\uac1c\uc758 \uacc4\uc815\uc744 \uac80\ud1a0\ud569\ub2c8\ub2e4. ZoomInfo \uac19\uc740 \ub3c4\uad6c\ub294 \uc815\ud655\uc131\uc744 \uc704\ud55c \ud48d\ubd80\ud55c \ub370\uc774\ud130\ub97c \uc81c\uacf5\ud569\ub2c8\ub2e4. Snowflake\uc5d0\uc11c\uc758 \uc131\uacf5\uc801\uc778 \ub864\uc544\uc6c3\uc740 6\uac1c\uc6d4 \ub0b4 \ucc38\uc5ec\ub97c 50% \uc99d\uac00\uc2dc\ucf30\uc2b5\ub2c8\ub2e4.<\/p>\n<h3>\uacc4\uc815 \uc2dd\ubcc4 \ubc0f \uc6b0\uc120\uc21c\uc704\ud654<\/h3>\n<p>\ub2e4\uc74c\uc73c\ub85c \uacc4\uc815\uc744 \uc801\ud569\uc131\uacfc \uc758\ub3c4 \uc2e0\ud638, \uc608\ub97c \ub4e4\uc5b4 \uc6f9\uc0ac\uc774\ud2b8 \ubc29\ubb38\uc774\ub098 \uc790\uae08 \uc870\ub2ec \ub274\uc2a4\uc5d0 \ub530\ub77c \uc810\uc218\ud654\ud558\uc5ec \uc6b0\uc120\uc21c\uc704\ud654\ud569\ub2c8\ub2e4. \uacc4\uce35\ud654\u2014\uc0c1\uc704 10\uac1c\uc5d0 \ud50c\ub798\ud2f0\ub118, \ub2e4\uc74c 50\uac1c\uc5d0 \uace8\ub4dc\u2014\ub178\ub825\uc744 \ube44\ub840\uc801\uc73c\ub85c \ubc30\ubd84\ud569\ub2c8\ub2e4. \uc601\uc5c5 \uc785\ub825\uc740 \ubaa9\ub85d\uc744 \uc138\ubc00\ud558\uac8c \uc870\uc815\ud558\uc5ec \uc9c0\uc9c0\ub97c \ubcf4\uc7a5\ud569\ub2c8\ub2e4. Gartner\uc5d0 \ub530\ub974\uba74 ABM \uc131\uacf5\uc758 70%\ub294 \uc815\ud655\ud55c \uc120\ud0dd\uc5d0\uc11c \ube44\ub86f\ub429\ub2c8\ub2e4.<\/p>\n<ul>\n<li>CRM, Bombora \uac19\uc740 \uc758\ub3c4 \ud50c\ub7ab\ud3fc\uc5d0\uc11c \ub370\uc774\ud130 \uc218\uc9d1.<\/li>\n<li>\uae30\uc900\uc73c\ub85c \uc810\uc218\ud654: \uc608\uc0b0, \uad8c\ud55c, \ud544\uc694, \ud0c0\uc784\ub77c\uc778 (BANT).<\/li>\n<li>\uc815\uc131\uc801 \uc778\uc0ac\uc774\ud2b8\ub97c \uc704\ud574 \uc774\ud574\uad00\uacc4\uc790 \uc778\ud130\ubdf0\ub85c \uac80\uc99d.<\/li>\n<\/ul>\n<p>\uc774 \ud504\ub85c\uc138\uc2a4\ub294 \ucc38\uc5ec\ub97c \uc704\ud55c \ud0c0\uac9f \ubaa9\ub85d\uc744 \ub9cc\ub4ed\ub2c8\ub2e4. HubSpot\uc758 ABM \ucc44\ud0dd\uc740 \uc6b0\uc120\uc21c\uc704\ud654\ub41c \uacc4\uc815\uc5d0\uc11c 3\ubc30 \ud30c\uc774\ud504\ub77c\uc778\uc744 \uc774\ub04c\uc5c8\uc2b5\ub2c8\ub2e4.<\/p>\n<h3>\ucf58\ud150\uce20 \uc0dd\uc131 \ubc0f \ucea0\ud398\uc778 \uc870\uc728<\/h3>\n<p>\uacc4\uc815 \ub3c4\uc804\uc744 \ubc18\uc601\ud558\ub294 \uc0ac\ub840 \uc5f0\uad6c\ub098 \ub9de\ucda4 \ub370\ubaa8 \uac19\uc740 \uac1c\uc778\ud654\ub41c \ucf58\ud150\uce20\ub97c \uac1c\ubc1c\ud569\ub2c8\ub2e4. \ucc44\ub110 \uc804\ubc18\uc5d0 \uc870\uc728: \uc778\uc9c0\ub3c4 \uc704\ud55c LinkedIn, \uc721\uc131 \uc704\ud55c \uc774\uba54\uc77c, \uc790\ub3d9\ud654\ub97c \uc704\ud55c ABM \ud50c\ub7ab\ud3fc. \ud0c0\uc774\ubc0d\uc740 \uc218\uc775 \ubc1c\ud45c \uac19\uc740 \uacc4\uc815 \ud2b8\ub9ac\uac70\uc640 \uc815\ub82c\ub429\ub2c8\ub2e4. ITSMA\ub294 \uc0c1\uc704 ABM \uc218\ud589\uc790\uc758 92%\uac00 \ub2e4\ucc44\ub110 \ud50c\ub808\uc774\ub97c \uc0ac\uc6a9\ud55c\ub2e4\uace0 \ubcf4\uace0\ud569\ub2c8\ub2e4.<\/p>\n<p>A\/B \ubcc0\ud615 \ud14c\uc2a4\ud2b8\ub294 \uc811\uadfc\uc744 \uc138\ubc00\ud558\uac8c \uc870\uc815\ud558\uba70, \ubd84\uc11d\uc740 \uac1c\ubd09\uacfc \ud074\ub9ad\uc744 \ucd94\uc801\ud569\ub2c8\ub2e4. Slack \uac19\uc740 \ud611\uc5c5 \ub3c4\uad6c\ub294 \uc2e4\uc2dc\uac04 \uc870\uc815\uc744 \ubcf4\uc7a5\ud569\ub2c8\ub2e4. Oracle\uc758 \ucea0\ud398\uc778\uc740 \uc870\uc728\ub41c \ub178\ub825\uc73c\ub85c 200% ROI\ub97c \uc0dd\uc131\ud588\uc2b5\ub2c8\ub2e4. \uc720\uc0ac \uacc4\uc815\uc6a9 \ud15c\ud50c\ub9bf\uc5d0\uc11c \ud655\uc7a5\uc131\uc774 \uc635\ub2c8\ub2e4.<\/p>\n<h3>\uce21\uc815 \ubc0f \ucd5c\uc801\ud654<\/h3>\n<p>\uacc4\uc815 \ucee4\ubc84\ub9ac\uc9c0 (\uacc4\uc815\ub2f9 \ud130\uce58\ud3ec\uc778\ud2b8)\uc640 \uc218\uc775 \uc601\ud5a5 \uac19\uc740 KPI\ub97c \ucd94\uc801\ud569\ub2c8\ub2e4. Demandbase \uac19\uc740 \ub3c4\uad6c\uc758 \ub300\uc2dc\ubcf4\ub4dc\ub85c \uac00\uc2dc\uc131\uc744 \ud655\ubcf4\ud569\ub2c8\ub2e4. \ubd84\uae30 \uac80\ud1a0\ub294 \uc2b9\ub9ac\/\ud328\ubc30\uc5d0 \uae30\ubc18\ud558\uc5ec \uc804\ub7b5\uc744 \uc870\uc815\ud569\ub2c8\ub2e4. Forrester\ub294 \uc774 \ubc29\ubc95\uc744 \ucd5c\uc801\ud654\ud558\ub294 ABM \ud300\uc774 \uc5f0\uac04 25% \uac1c\uc120\uc744 \ubcf8\ub2e4\uace0 \uc9c0\uc801\ud569\ub2c8\ub2e4.<\/p>\n<p>\ud53c\ub4dc\ubc31 \ub8e8\ud504\ub294 \uc601\uc5c5 \ub178\ud2b8\ub97c \ud1b5\ud569\ud558\uc5ec \ubbf8\ub798 \ud50c\ub808\uc774\ub97c \ud5a5\uc0c1\uc2dc\ud0b5\ub2c8\ub2e4. \uc774 \ubc18\ubcf5 \ubc29\ubc95\uc740 \ubaa8\uba58\ud140\uc744 \uc720\uc9c0\ud569\ub2c8\ub2e4. \ub9c8\ucf00\ud305\uc5d0\uc11c\uc758 \uc778\uacf5 \uc9c0\ub2a5: \uace0\uac1d \uacbd\ud5d8 \ud5a5\uc0c1 \ubc0f \uc131\uc7a5 \uc790\ub3d9\ud654\uc5d0\uc11c\ucc98\ub7fc AI \ud1b5\ud569\uc740 \uc5ec\uae30\uc11c \ucc38\uc5ec\ub97c \uc608\uce21\ud558\uc5ec \ud6a8\uacfc\uc131\uc744 \ub192\uc785\ub2c8\ub2e4.<\/p>\n<h2 id=\"section-5\">\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc5d0\uc11c \uae30\uc220 \ud65c\uc6a9<\/h2>\n<p>\uae30\uc220\uc740 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc744 \uc99d\ud3ed\uc2dc\ucf1c \uacc4\uc815 \ubc1c\uacac\uacfc \ub300\uaddc\ubaa8 \uac1c\uc778\ud654\ub97c \uc790\ub3d9\ud654\ud558\uba70, 6sense \uac19\uc740 \ud50c\ub7ab\ud3fc\uc740 \ub9e4\uc77c 1.5\uc870 \ub370\uc774\ud130 \ud3ec\uc778\ud2b8\uc5d0\uc11c \uad6c\ub9e4 \uc2e0\ud638\ub97c \uc608\uce21\ud558\ub294 AI\ub97c \uc0ac\uc6a9\ud569\ub2c8\ub2e4. \uc774\ub294 \uc218\ub3d9 \ub178\ub825\uc744 \uc904\uc5ec \ud300\uc774 10\ubc30 \ub354 \ub9ce\uc740 \uacc4\uc815\uc744 \ud6a8\uc728\uc801\uc73c\ub85c \ucc98\ub9ac\ud560 \uc218 \uc788\uac8c \ud569\ub2c8\ub2e4. CRM\uacfc\uc758 \ud1b5\ud569\uc740 \uc6d0\ud65c\ud55c \ub370\uc774\ud130 \ud750\ub984\uc744 \ubcf4\uc7a5\ud569\ub2c8\ub2e4. 2023 Forrester \ubcf4\uace0\uc11c\ub294 \uae30\uc220 \uc9c0\uc6d0 ABM\uc774 2.5\ubc30 \ub192\uc740 \uc218\uc775 \uc131\uc7a5\uc744 \uc774\ub048\ub2e4\uace0 \ubc1d\ud799\ub2c8\ub2e4.<\/p>\n<h3>ABM \uc2e4\ud589\uc744 \uc704\ud55c \uc8fc\uc694 \ub3c4\uad6c<\/h3>\n<p>G2 \uac19\uc740 \uc758\ub3c4 \ub370\uc774\ud130 \ud50c\ub7ab\ud3fc\uc740 \uc194\ub8e8\uc158\uc744 \uc5f0\uad6c\ud558\ub294 \uacc4\uc815\uc744 \uc2dd\ubcc4\ud558\uc5ec \uc0ac\uc804 \uc544\uc6c3\ub9ac\uce58\ub97c \uac00\ub2a5\ud558\uac8c \ud569\ub2c8\ub2e4. Terminus \uac19\uc740 \uc870\uc728 \ub3c4\uad6c\ub294 \ub2e4\ucc44\ub110 \ucea0\ud398\uc778\uc744 \uc790\ub3d9\ud654\ud558\uc5ec \uacc4\uc815\ub2f9 100\uac1c \uc5f0\ub77d\ucc98\uc5d0 \uac1c\uc778\ud654\ub41c \uad11\uace0\ub97c \ubcf4\ub0c5\ub2c8\ub2e4. Bizible \uac19\uc740 \ubd84\uc11d \uc2a4\uc704\ud2b8\ub294 \ud2b9\uc815 \ud50c\ub808\uc774\uc5d0 \uc218\uc775\uc744 \uadc0\uc18d\ud569\ub2c8\ub2e4. \uc774\ub7ec\ud55c \ub3c4\uad6c \ucc44\ud0dd\uc740 ABM Consortium\uc5d0 \ub530\ub77c 40% \ub354 \ub098\uc740 \uc815\ub82c\uacfc \uc0c1\uad00\uad00\uacc4\uac00 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<ul>\n<li>CRM \ud5a5\uc0c1: \uacc4\uc815 \uc810\uc218\ub97c \uc704\ud55c Salesforce Einstein.<\/li>\n<li>\uad11\uace0 \uae30\uc220: \ud0c0\uac9f \ub514\uc2a4\ud50c\ub808\uc774\ub97c \uc704\ud55c LinkedIn Campaign Manager.<\/li>\n<li>\ucf58\ud150\uce20 \ub3c4\uad6c: \ub300\ud654\ud615 AI \ucc44\ud305\uc744 \uc704\ud55c Drift.<\/li>\n<\/ul>\n<p>\uc774 \uc2a4\ud0dd\uc740 \ud1b5\ud569 \uc0dd\ud0dc\uacc4\ub97c \ub9cc\ub4ed\ub2c8\ub2e4. \uc608\ub97c \ub4e4\uc5b4 \ub9c8\uc2a4\ud130\ub9c1 AI \uad11\uace0 \ucd5c\uc801\ud654: \ud3ec\uad04\uc801 \uac00\uc774\ub4dc\uc5d0\uc11c AI \ud1b5\ud569\uc740 ABM \uad11\uace0 \uc9c0\ucd9c\uc744 30% \ub192\uc740 \ud074\ub9ad\ub960\ub85c \ucd5c\uc801\ud654\ud569\ub2c8\ub2e4.<\/p>\n<h3>AI\uc640 \uc790\ub3d9\ud654\uc758 \uc5ed\ud560<\/h3>\n<p>AI\ub294 \uc608\uce21 \ubd84\uc11d\uc744 \uad6c\ub3d9\ud558\uc5ec InsideView \uac19\uc740 \ub3c4\uad6c\uc5d0\uc11c 85% \uc815\ud655\ub3c4\ub85c \uacc4\uc815 \uc900\ube44\ub3c4\ub97c \uc608\uce21\ud569\ub2c8\ub2e4. \uc790\ub3d9\ud654\ub294 \uc774\uba54\uc77c \uc2dc\ud000\uc2f1 \uac19\uc740 \uc77c\uc0c1 \uc791\uc5c5\uc744 \ucc98\ub9ac\ud558\uc5ec \uc778\uac04\uc744 \uc804\ub7b5\uc801 \uc0c1\ud638\uc791\uc6a9\uc73c\ub85c \uc790\uc720\ub86d\uac8c \ud569\ub2c8\ub2e4. \uba38\uc2e0 \ub7ec\ub2dd\uc740 \ucc38\uc5ec \ub370\uc774\ud130\ub85c\ubd80\ud130 \ud559\uc2b5\ud558\uc5ec \uc2dc\uac04\uc774 \uc9c0\ub0a8\uc5d0 \ub530\ub77c \ud0c0\uac9f\ud305\uc744 \uc138\ubc00\ud558\uac8c \uc870\uc815\ud569\ub2c8\ub2e4. McKinsey\ub294 \ub9c8\ucf00\ud305\uc5d0\uc11c\uc758 AI\uac00 2030\ub144\uae4c\uc9c0 \uae00\ub85c\ubc8c GDP\uc5d0 1\uc870 \ub2ec\ub7ec\ub97c \ucd94\uac00\ud560 \uc218 \uc788\uc73c\uba70, \uadf8 \uc911 \ub9ce\uc740 \ubd80\ubd84\uc774 ABM \uac19\uc740 \uc815\ubc00\uc131\uc5d0\uc11c \ub098\uc628\ub2e4\uace0 \ucd94\uc815\ud569\ub2c8\ub2e4.<\/p>\n<p>\ub3c4\uc804\uc5d0\ub294 GDPR \ud558\uc758 \ub370\uc774\ud130 \ud504\ub77c\uc774\ubc84\uc2dc \uc900\uc218\uac00 \ud3ec\ud568\ub418\uba70, \uc724\ub9ac\uc801 AI \ud504\ub808\uc784\uc6cc\ud06c\ub85c \ud574\uacb0\ub429\ub2c8\ub2e4. Zoom\uc758 AI\ub97c \uc0ac\uc6a9\ud55c ABM \uac19\uc740 \uc131\uacf5 \uc0ac\ub840\ub294 60% \ud30c\uc774\ud504\ub77c\uc778 \uac00\uc18d\ud654\ub97c \ubcf4\uc5ec\uc90d\ub2c8\ub2e4. \ubbf8\ub798 \ud2b8\ub80c\ub4dc\ub294 \ub3d9\uc801\uc73c\ub85c \ub9de\ucda4 \ucf58\ud150\uce20\ub97c \uc0dd\uc131\ud558\ub294 \uc0dd\uc131 AI\ub97c \uac00\ub9ac\ud0b5\ub2c8\ub2e4.<\/p>\n<table>\n<thead>\n<tr>\n<th>\ub3c4\uad6c \uce74\ud14c\uace0\ub9ac<\/th>\n<th>\uc608\uc2dc<\/th>\n<th>ABM\uc5d0\uc11c\uc758 \uc774\uc810<\/th>\n<th>\ucc44\ud0dd\ub960 (2023)<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td>\uc758\ub3c4 \ub370\uc774\ud130<\/td>\n<td>6sense, Bombora<\/td>\n<td>\uad6c\ub9e4 \uc2e0\ud638 \uc608\uce21<\/td>\n<td>65%<\/td>\n<\/tr>\n<tr>\n<td>\uc870\uc728<\/td>\n<td>Terminus, Demandbase<\/td>\n<td>\ucea0\ud398\uc778 \uc790\ub3d9\ud654<\/td>\n<td>72%<\/td>\n<\/tr>\n<tr>\n<td>\ubd84\uc11d<\/td>\n<td>Bizible, Full Circle<\/td>\n<td>ROI \uce21\uc815<\/td>\n<td>58%<\/td>\n<\/tr>\n<tr>\n<td>AI \uac1c\uc778\ud654<\/td>\n<td>Adobe Sensei<\/td>\n<td>\ub9de\ucda4 \ucf58\ud150\uce20<\/td>\n<td>45%<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h2 id=\"section-6\">\uc0ac\ub840 \uc5f0\uad6c: \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc758 \uc131\uacf5 \uc0ac\ub840<\/h2>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc758 \uc2e4\uc81c \uc801\uc6a9\uc740 \ud154\ub808\ucf64\uc758 \uae30\uc5c5 \uacc4\uc815\uc744 \ud0c0\uac9f\uc73c\ub85c \ud55c T-Mobile\uc5d0\uc11c\ucc98\ub7fc \uadf8 \ubcc0\ud601\uc801 \ud798\uc744 \ubcf4\uc5ec\uc8fc\uba70, 9\uac1c\uc6d4 \ub0b4 \ud310\ub9e4 \uc790\uaca9 \ub9ac\ub4dc\ub97c 300% \uc99d\uac00\uc2dc\ucf30\uc2b5\ub2c8\ub2e4. \uc774\ub294 IT \ub3c4\uc804\uc5d0 \ub9de\ucda4\ud615 \ucf58\ud150\uce20 \ud3ec\ud138\uacfc \uc784\uc6d0 \ube0c\ub9ac\ud551\uc744 \ud3ec\ud568\ud588\uc2b5\ub2c8\ub2e4. \uc774 \uc804\ub7b5\uc740 \uc218\uc775\uc744 \ub192\uc77c \ubfd0\ub9cc \uc544\ub2c8\ub77c \ud310\ub9e4 \uc8fc\uae30\ub97c 40% \ub2e8\ucd95\ud588\uc2b5\ub2c8\ub2e4. \uc774\ub7ec\ud55c \uacb0\uacfc\ub294 \uaddc\uc728 \uc788\uac8c \uc2e4\ud589\ub420 \ub54c ABM\uc758 \uc7a0\uc7ac\ub825\uc744 \uac15\uc870\ud569\ub2c8\ub2e4.<\/p>\n<h3>\uae30\uc5c5 \uae30\uc220: Adobe\uc758 ABM \uc5ec\uc815<\/h3>\n<p>Adobe\ub294 2018\ub144\uc5d0 ABM\uc73c\ub85c \uc804\ud658\ud558\uc5ec \ud06c\ub9ac\uc5d0\uc774\ud2f0\ube0c \ubc0f \ubb38\uc11c \uad00\ub9ac \ubd80\ubb38\uc758 1,000\uac1c \ud575\uc2ec \uacc4\uc815\uc5d0 \ucd08\uc810\uc744 \ub9de\ucdc4\uc2b5\ub2c8\ub2e4. \uadf8\ub4e4\uc740 \uac1c\uc778\ud654\ub41c \ube44\ub514\uc624\uc640 ROI \ubaa8\ub378\uc744 \uc0ac\uc6a9\ud574 1\uc5b5 \ub2ec\ub7ec\uc758 \uc2e0\uaddc \uc218\uc775\uc744 \ub2ec\uc131\ud588\uc2b5\ub2c8\ub2e4. \uacf5\uc720 \ub300\uc2dc\ubcf4\ub4dc\ub97c \ud1b5\ud55c \uc601\uc5c5 \uc815\ub82c\uc774 \uac1c\uc120\ub418\uc5b4 \uc2b9\ub960\uc774 25% \uc0c1\uc2b9\ud588\uc2b5\ub2c8\ub2e4. \uc8fc\uc694 \uad50\ud6c8: \ubc18\ubcf5 \ud14c\uc2a4\ud2b8\uac00 \ud50c\ub808\uc774\ubd81\uc744 \uc138\ubc00\ud558\uac8c \uc870\uc815\ud588\uc2b5\ub2c8\ub2e4.<\/p>\n<ul>\n<li>Targete<br \/>\n","protected":false},"excerpt":{"rendered":"<p>\ubaa9\ucc28 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc774\ub780 \ubb34\uc5c7\uc778\uac00? B2B\uc5d0\uc11c \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM) \uad6c\ud604\uc758 \uc774\uc810 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc774 \uc804\ud1b5\uc801\uc778 \ub9ac\ub4dc \uc0dd\uc131\uacfc \uc5b4\ub5bb\uac8c \ub2e4\ub978\uac00 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc744 \ud6a8\uacfc\uc801\uc73c\ub85c \uad6c\ud604\ud558\ub294 \ub2e8\uacc4 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc5d0\uc11c \uae30\uc220 \ud65c\uc6a9 \uc0ac\ub840 \uc5f0\uad6c: \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc758 \uc131\uacf5 \uc0ac\ub840 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM)\uc758 \ub3c4\uc804\uacfc \ud574\uacb0\ucc45 \uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305 (ABM) \uc804\ub7b5\uc758 \uc131\uacf5 [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":41435,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[1222],"tags":[2731,2733,2732,2734,2735,2736,2737,2738],"class_list":["post-101421","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-seo-2","tag-abm-","tag-b2b--","tag-2732","tag-2734","tag-2735","tag-2736","tag-2737","tag-2738"],"acf":[],"_links":{"self":[{"href":"https:\/\/alienroad.com\/ko\/wp-json\/wp\/v2\/posts\/101421","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/alienroad.com\/ko\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/alienroad.com\/ko\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/alienroad.com\/ko\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/alienroad.com\/ko\/wp-json\/wp\/v2\/comments?post=101421"}],"version-history":[{"count":1,"href":"https:\/\/alienroad.com\/ko\/wp-json\/wp\/v2\/posts\/101421\/revisions"}],"predecessor-version":[{"id":101428,"href":"https:\/\/alienroad.com\/ko\/wp-json\/wp\/v2\/posts\/101421\/revisions\/101428"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/alienroad.com\/ko\/wp-json\/wp\/v2\/media\/41435"}],"wp:attachment":[{"href":"https:\/\/alienroad.com\/ko\/wp-json\/wp\/v2\/media?parent=101421"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/alienroad.com\/ko\/wp-json\/wp\/v2\/categories?post=101421"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/alienroad.com\/ko\/wp-json\/wp\/v2\/tags?post=101421"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}