{"id":2173,"date":"2020-05-21T17:28:27","date_gmt":"2020-05-21T08:28:27","guid":{"rendered":"https:\/\/bcgblog.kr\/?p=2173"},"modified":"2020-06-04T18:09:07","modified_gmt":"2020-06-04T09:09:07","slug":"revving-up-go-to-market-operations-in-b2b","status":"publish","type":"post","link":"https:\/\/bcgblog.kr\/revving-up-go-to-market-operations-in-b2b\/","title":{"rendered":"B2B\uc758 Go-to-Market \uc6b4\uc601 \ud65c\uc131\ud654"},"content":{"rendered":"

\uc0c8\ub85c\uc6b4 \uae30\uc220\uacfc \uac08\uc218\ub85d \uc815\uad50\ud574\uc9c0\ub294 \uad6c\ub9e4\uc790 \ud589\ub3d9\uc740 B2B \uae30\uc220 \uae30\uc5c5\uc5d0\uc11c \uace0\uac1d \uc720\uce58 \ubc0f \uc720\uc9c0\uc5d0 \ub300\ud55c \uad00\ub9ac \ubc29\uc2dd\uc744 \ubc14\uafb8\uace0 \uc788\ub2e4. \uacc4\uc18d\ud574\uc11c \uc120\ub450\ub97c \uc720\uc9c0\ud558\uace0\uc790 \ud55c\ub2e4\uba74 \uc601\uc5c5, \ub9c8\ucf00\ud305, \uace0\uac1d \uc131\uacf5 \ubd80\uc11c\uc758 \ub9ac\ub354\ubfd0\ub9cc \uc544\ub2c8\ub77c \ucd5c\uace0\ub9e4\ucd9c\ucc45\uc784\uc790\ub3c4 \ubc18\ub4dc\uc2dc \uc6b4\uc601 \ubaa8\ub378\uc744 \uc9c4\ud654\uc2dc\ucf1c\uc57c \ud55c\ub2e4. \uae30\uc220 \uae30\uc5c5\ub4e4\uc774 \ucf54\ub85c\ub098\ubc14\uc774\ub7ec\uc2a4 \uc704\uae30\uc5d0 \ub300\uc751\ud574 \ubcf4\ub2e4 \uac00\uc0c1\ud654\ub41c \uc601\uc5c5 \ud65c\ub3d9\uc744 \ucc44\ud0dd\ud568\uc5d0 \ub530\ub77c \uc774\ub7ec\ud55c \ubcc0\ud654\ub4e4\uc740 \ub354 \uc911\uc694\ud574\uc9c8 \uac83\uc774\ub2e4. \ub610\ud55c, \uc77c\ub2e8 \uc0c1\ud488 \ubc0f \uc11c\ube44\uc2a4\uc5d0 \ub300\ud55c \uc218\uc694\uac00 \uc644\uc804\ud788 \ud68c\ubcf5\ub418\uba74, \uadf8\ub7ec\ud55c \ubcc0\ud654\ub4e4\uc740 \uacc4\uc18d\ud574\uc11c \uae30\uc5c5\uc5d0 \uc9c0\uc18d\uac00\ub2a5\ud55c \uc6b0\uc704\ub97c \uc81c\uacf5\ud560 \uac83\uc774\ub2e4.<\/p>\n

\ub9c8\ucf00\ud305, \uc601\uc5c5, \uace0\uac1d\uc131\uacf5 \uae30\ub2a5\uc758 \uc6b4\uc601 \ud300\ub4e4\uc744 \uc911\uc559\uc9d1\uc911\ud654\ud558\ub294 \uac1c\ub150\uc778 RevOps\ub294 \uc774\ub7ec\ud55c \ubd80\uc11c\ub4e4\uc758 \ub354 \uae34\ubc00\ud55c \uc870\uc728\uc744 \ud1b5\ud574 \ub9e4\ucd9c \uc131\uc7a5 \ubc0f GTM(go-to-market) \uc6b4\uc601\uc744 \uac00\uc18d\ud654\ud558\ub294 \ub9e4\uc6b0 \ud6a8\uacfc\uc801\uc778 \ubc29\uc548\uc73c\ub85c \ubd80\uc0c1\ud588\ub2e4. \uc11c\ube44\uc2a4\ud615 \uc18c\ud504\ud2b8\uc6e8\uc5b4(software as a service, SaaS) \uc81c\uacf5\uc5c5\uccb4\uac00 \uc774\ub044\ub294 \ucd5c\uc0c1\uc704 B2B \uae30\uc220 \uae30\uc5c5\ub4e4\uc740 \ub2e4\uc74c\uacfc \uac19\uc740 \uc0c1\ub2f9\ud55c \uc131\uacfc\ub97c \ubcf4\uace0\ud558\uace0 \uc788\ub2e4:<\/p>\n

\u2022 \ub514\uc9c0\ud138 \ub9c8\ucf00\ud305 ROI 100% – 200% \uc99d\uac00
\n\u2022 \uc601\uc5c5 \uc0dd\uc0b0\uc131 10% – 20% \uc99d\uac00
\n\u2022 \ub9ac\ub4dc \uc2b9\uc778(lead acceptance) 10% \uc99d\uac00
\n\u2022 \ub0b4\ubd80\uace0\uac1d \ub9cc\uc871 15% – 20% \uc99d\uac00
\n\u2022 GTM \uacbd\ube44 30% \uac10\uc18c<\/p>\n

\uc624\ub298\ub0a0\uc758 \uc601\uc5c5\uacfc \ub9c8\ucf00\ud305\uc758 \ub3c4\uc804\uacfc\uc81c<\/strong><\/h3>\n

\uc624\ub298\ub0a0\uc758 \ub9ce\uc740 GTM \uc784\uc6d0\ub4e4\uc740 \ud6a8\uc728\uc801\uc774\uace0 \uc608\uce21\uac00\ub2a5\ud558\uba70 \uc9c0\uc18d\uc801\uc778 \uc131\uc7a5\uc744 \ub2ec\uc131\ud558\ub294 \ub370 \uc5b4\ub824\uc6c0\uc744 \uacaa\uace0 \uc788\ub2e4. \ub3c4\uad6c, \ub370\uc774\ud130, \ucc99\ub3c4\uc758 \uae09\uc99d, \uc0c1\ud488 \ubc0f \uc11c\ube44\uc2a4 \ud601\uc2e0\uc758 \uac00\uc18d\ud654, \uacbd\uc7c1 \uc7a5\ubcbd \ubd95\uad34\uac00 \uadf8\ub7ac\ub4ef\uc774, \uace0\uac1d \uc131\uc219\ub3c4\uc758 \uc99d\uac00\ub294 \uc601\uc5c5 \ubc0f \ub9c8\ucf00\ud305\uc744 \ub354\uc6b1 \ubcf5\uc7a1\ud558\uac8c \ub9cc\ub4e4\uc5c8\ub2e4. GTM \uc784\uc6d0\ub4e4\uc774 \uc815\ubcf4\uc5d0 \uae30\ubc18\ud55c \uacb0\uc815\uc744 \ub0b4\ub9ac\uae30 \uc704\ud574\uc11c\ub294, \uc601\uc5c5, \ub9c8\ucf00\ud305, \uace0\uac1d\uc131\uacf5\uc744 \uc9c0\uc6d0\ud558\ub294 \uc6b4\uc601 \ubd80\uc11c\ub4e4\uc774 \uace0\uac1d\uc758 \uad6c\ub9e4 \uc5ec\uc815\uc744 \ucd94\uc801\ud560 \ub54c \ubc18\ub4dc\uc2dc \uc11c\ub85c \ud611\ub825\ud558\uc5ec \uc77c\uad00\ub41c \ud45c\uc900 \ubc0f \ucc99\ub3c4\uc5d0 \ubd80\ud569\ud558\ub294 \ub370\uc774\ud130\uc640 \ud1b5\ucc30\ub825\uc744 \ucc3d\ucd9c\ud574\uc57c \ud55c\ub2e4.<\/p>\n

\ud604\uc7ac, \uadf8\ub7ec\ud55c \ubc29\uc2dd\uc744 \uc2e4\ud589\ud558\ub294 GTM \ubd80\uc11c\ub294 \uac70\uc758 \uc5c6\ub2e4. \uc601\uc5c5 \ubc0f \ub9c8\ucf00\ud305 \ud300\uc740 \ub354 \uc815\uad50\ud654\ub41c CRM\ubd80\ud130 \uc804\ubb38 \ub9c8\ucf00\ud305 \uc790\ub3d9\ud654 \ud50c\ub7ab\ud3fc, \uace0\uac1d\uc131\uacf5 \uc18c\ud504\ud2b8\uc6e8\uc5b4\uc5d0 \uc774\ub974\uae30\uae4c\uc9c0 \uadf8 \uc5b4\ub290 \ub54c\ubcf4\ub2e4\ub3c4 \uc88b\uc740 \ub3c4\uad6c\ub97c \uac16\ucd94\uace0 \uc788\ub294 \uacbd\uc6b0\uac00 \ub9ce\uc73c\ub098, \uc774\ub4e4\uc758 \uae30\uc220 \uc2a4\ud0dd(tech stack) \ud655\uc7a5 \uacbd\ud5d8\uc740 \ubd88\uaddc\uce59\ud55c \ucc44\ud0dd\uacfc \ubbf8\ud761\ud55c \ud1b5\ud569\uc73c\ub85c \uc778\ud574 \uc800\ud574\ub418\ub294 \uacbd\uc6b0\uac00 \ub9ce\ub2e4. \ubbf8\ud761\ud55c \ud1b5\ud569\uc740 \uc885\uc885 GTM \ud300\uc774 \uc870\uc728\ub418\uc9c0 \uc54a\uc740 \uc778\uc13c\ud2f0\ube0c\ub85c \uace0\ub9bd\ub418\uc5b4 \uc6b4\uc601\ub41c\ub2e4\ub294 \uc0ac\uc2e4 \ub54c\ubb38\uc5d0 \ub354 \uc545\ud654\ub41c\ub2e4.(\ubcf4\uae30 1 \ucc38\uc870.) \uc774\ub7ec\ud55c \ud300\ub4e4\uc740 \ub370\uc774\ud130 \uc77c\uad00\uc131 \ubc0f \uc2e0\ub8b0\uc131, \uae30\uc220 \uc2a4\ud0dd \ud1b5\ud569, \uc815\ubcf4\uc6d0 \ucda9\ub3cc, \ubcf4\uace0 \ubc0f \uc608\uce21 \uc911\ubcf5, \ub0ae\uc740 \uc218\uc900\uc758 \ubd80\uc11c\uac04 \ud611\ub825 \ubc0f \uc2e0\ub8b0, \ub2e8\uc808\ub41c \ud578\ub4dc\uc624\ubc84 \ud504\ub85c\uc138\uc2a4 \ub4f1\uc758 \uc218\ub9ce\uc740 \uc774\uc288\ub4e4\ub85c \uc5b4\ub824\uc6c0\uc744 \uacaa\uace0 \uc788\ub2e4.<\/p>\n

\"\"<\/a><\/p>\n

\ud6a8\uacfc\uc801\uc778 \ud1b5\ud569\uc740 \ub9cc\ub9cc\uce58 \uc54a\uc740 \uc791\uc5c5\uc774\ub098, \uc774\uc5d0 \ubd80\ubd84\uc801\uc73c\ub85c\ub77c\ub3c4 \uc131\uacf5\ud55c \uae30\uc5c5\uc740 GTM\ud300\uc774 \uc801\uc808\ud55c \uc2dc\uae30\uc5d0, \uc801\uc808\ud55c \ubc29\ubc95\uc73c\ub85c, \uc801\uc808\ud55c \uace0\uac1d\uad70\uc744 \ubaa9\ud45c\ub85c \uc0bc\ub294\ub370 \ub3c4\uc6c0\uc744 \uc90c\uc73c\ub85c\uc368 \ud070 \uc218\uc775\uc744 \uac70\ub450\uac8c \ub420 \uac83\uc774\ub2e4.<\/p>\n

RevOps \ub3c4\uc785 \uadfc\uac70<\/strong><\/h3>\n

GTM \uc870\uc728\uc744 \uac1c\uc120\ud558\uae30 \uc704\ud574, GTM \uc6b4\uc601\uc758 \uc77c\ubd80 \ub610\ub294 \uc804\uccb4\ub97c \ub2e8\uc77c\ud55c RevOps \ubd80\uc11c\ub85c \uc911\uc559\uc9d1\uc911\ud654\ud558\ub294 \uae30\uc5c5\ub4e4\uc774 \ub298\uc5b4\ub098\uace0 \uc788\ub2e4. \uc911\uc559\uc9d1\uc911\ud654\uc5d0\ub294 \uc5ec\ub7ec \uac00\uc9c0 \uc7a5\uc810\uc774 \uc788\ub2e4.<\/p>\n

\uccab\uc9f8, \ubcf4\uace0, \ucc99\ub3c4, \ub3c4\uad6c\uc758 \ud45c\uc900\ud654 \ub4f1 \uc5d4\ub4dc\ud22c\uc5d4\ub4dc \uad6c\ub9e4 \uae54\ub54c\uae30 \ud65c\ub3d9\uc758 \uac04\uc18c\ud654\uac00 \ub354 \uc26c\uc6cc\uc9c4\ub2e4. RevOps \uc911\uc2ec \uc870\uc728\uc744 \ud1b5\ud55c \uc131\uacfc \uac1c\uc120\uc740 \ub9c8\ucf00\ud305 \ubc0f \uc601\uc5c5 \ud30c\uc774\ud504\ub77c\uc778\uc758 \uc18d\ub3c4\ubfd0 \uc544\ub2c8\ub77c \uace0\uac1d\uc720\uce58\ube44\uc6a9 \ub300\ube44 \uace0\uac1d\uc0dd\uc560\uac00\uce58(LTV\/CAC) \ube44\uc728, \uace0\uac1d\ub9cc\uc871\ub3c4 \ub4f1\uc758 \uc8fc\uc694 \ucc99\ub3c4\uc5d0\uc11c \ub098\ud0c0\ub098\uace0 \uc788\ub2e4. \uc8fc\uc9c0\ud55c \ubc14\uc640 \uac19\uc774, \uc6b0\ub9ac\ub294 \uc5d4\ub4dc\ud22c\uc5d4\ub4dc \uae54\ub54c\uae30 \ud1b5\ud569\uc744 \uc6b0\uc120\uc21c\uc704\ub85c \uc0bc\uc740 \uace0\uac1d\uc0ac\ub4e4\uc758 \ub9c8\ucf00\ud305 ROI\uac00 \ucd5c\ub300 200% \uc99d\uac00\ud558\uace0 \uc601\uc5c5 \uc0dd\uc0b0\uc131\uc740 20%\ub098 \uc99d\ub300\ub41c \uac83\uc744 \ubaa9\uaca9\ud588\ub2e4.<\/p>\n

\u201cGTM \uc870\uc728\uc744 \uac1c\uc120\ud558\uae30 \uc704\ud574, GTM \uc6b4\uc601\uc758 \uc77c\ubd80 \ub610\ub294 \uc804\uccb4\ub97c \ub2e8\uc77c\ud55c RevOps \ubd80\uc11c\ub85c \uc911\uc559\uc9d1\uc911\ud654\ud558\ub294 \uae30\uc5c5\ub4e4\uc774 \ub298\uc5b4\ub098\uace0 \uc788\ub2e4.<\/strong><\/p>\n

\ub458\uc9f8, RevOps\ub294 GTM\uc758 \uc778\ub825 \ubc0f \ub3c4\uad6c\uc5d0 \ub300\ud55c \ud22c\uc790 \ud6a8\uc728\uc131\uc744 \uac1c\uc120\ud55c\ub2e4. \uc911\uc559\uc9d1\uc911\ud654\ub85c \uc778\ud574 \ud504\ub85c\uc138\uc2a4 \ubc0f \ub3c4\uad6c\uc758 \uc124\uacc4\uc640 \uc2e4\ud589\ubfd0 \uc544\ub2c8\ub77c \uad50\uc721, \uc77c\uc0c1\uc801 \uc5c5\ubb34\uc218\ud589 \ub4f1\uc758 \uc8fc\uc694 \uc5c5\ubb34\uc5d0 \ub300\ud55c \uc6b0\uc120\uc21c\uc704 \uc124\uc815\uacfc \uc758\uc0ac\uacb0\uc815 \uacfc\uc815\uc774 \uac04\uc18c\ud654\ub41c\ub2e4.<\/p>\n

\uc14b\uc9f8, RevOps\ub294 \uc601\uc5c5 \ubc0f \uace0\uac1d\uc131\uacf5 \ud300\uc744 \ub3c4\uad6c, \ucc99\ub3c4, \ud504\ub85c\uc138\uc2a4, \uc6b4\uc601 \uc9c0\uc6d0 \ud615\ud0dc\uc758 \uc801\uc808\ud55c \uc778\uc5d0\uc774\ube14\ub7ec\ub4e4\ub85c \ubb34\uc7a5\uc2dc\ud0b4\uc73c\ub85c\uc368 \uac00\uaca9\uc2e4\ud604, \uad50\ucc28\ud310\ub9e4 \ub4f1\uc758 GTM \uc131\uc7a5 \ub3d9\uc778\uc758 \uc2e4\ud589\uc744 \uac00\uc18d\ud654\ud560 \uc218 \uc788\ub2e4.<\/p>\n

\ucd5c\uadfc, \uc6b0\ub9ac\ub294 RevOps\ub97c \uc774\uc6a9\ud558\uc5ec GTM\uc744 \ud655\uc7a5\ud568\uacfc \ub3d9\uc2dc\uc5d0 \ub9e4\ucd9c\uc774 5\uc5b5 \ub2ec\ub7ec\uc5d0\uc11c 10\uc5b5 \ub2ec\ub7ec\ub85c \ub450 \ubc30 \uc131\uc7a5\ud55c \uae09\uc131\uc7a5 SaaS \uae30\uc5c5\uc744 \ud1b5\ud574 \uadf8\ub7ec\ud55c \uc7a5\uc810\uc758 \uc2e4\uc81c \uc0ac\ub840\ub97c \uad00\ucc30\ud55c \ubc14 \uc788\ub2e4. \uc774 \ud68c\uc0ac\ub294 \ubc31\uc5d4\ub4dc GTM \ud504\ub85c\uc138\uc2a4\ub97c \uac04\uc18c\ud654\ud568\uc73c\ub85c\uc368 \uc601\uc5c5\uc9c1\uc6d0\uc758 \ube44\uc0dd\uc0b0\uc801\uc778 \uc2dc\uac04\uc744 \uc904\uc774\uace0, \ub3c4\uad6c\uc758 \ud1b5\ud569 \ubc0f \ud22c\uc790 \uc6b0\uc120\uc21c\uc704 \uc124\uc815\uc744 \uac1c\uc120\ud588\uc73c\uba70, \uc911\ubcf5 \uc9c1\ubb34\ub97c \uc81c\uac70\ud568\uc73c\ub85c\uc368 \ube44\uc6a9\uc744 \uc808\uac10\ud558\uace0, \uc6b4\uc601 \uc778\ub825\uc758 \ucee4\ub9ac\uc5b4 \uc804\ub9dd\uc744 \uac1c\uc120\ud568\uc73c\ub85c\uc368 \uc9c1\uc6d0 \uc774\ud0c8\uc744 \uac10\uc18c\uc2dc\ucf30\ub2e4.<\/p>\n

RevOps\ub97c \uac00\ub85c\ub9c9\ub294 \uc7a5\ubcbd<\/strong><\/h3>\n

\uadf8\ub7ec\ub098, \ubaa8\ub4e0 \uae30\uc5c5\ub4e4\uc774 GTM \uc6b4\uc601\ud300\uc744 \uc989\uac01\uc801\uc778 \uae30\ud68c\ub85c \uc5ec\uae30\ub294 \uac83\uc740 \uc544\ub2c8\ub2e4. \uc6b0\ub9ac\ub294 \uc784\uc6d0\ub4e4\uc774 \ub2e4\uc74c\uc758 \uc138 \uac00\uc9c0 \uc8fc\uc694 \uc774\uc288\ub4e4\uc5d0 \ub300\ud574 \uc6b0\ub824\ub97c \ud45c\ud558\ub294 \uac83\uc744 \ub4e4\uc5b4\uc654\ub2e4:<\/p>\n

1. \uc870\uc9c1 \ubc0f \ubb38\ud654 \uce21\uba74\uc5d0\uc11c \ud544\uc694\ud55c \ubcc0\ud654\ub294 \ub108\ubb34\ub098 \ub300\uaddc\ubaa8\uc77c \ubfd0 \uc544\ub2c8\ub77c \uc6b0\ub824\ub418\ub294 \uce21\uba74\uc774 \ub9ce\uae30 \ub54c\ubb38\uc5d0 \uc190\uc744 \ub300\uae30 \uc5b4\ub835\ub2e4. \ud601\uc2e0\uc758 \ube44\uc6a9\uc740 \uc7a0\uc7ac\uc801\uc778 \ud61c\ud0dd\uc744 \ub2a5\uac00\ud560 \uac83\uc774\ub2e4. \ud55c \uad00\ub9ac\uc790\ub294 \uc774\ub97c \ub2e4\uc74c\uacfc \uac19\uc774 \ud45c\ud604\ud588\ub2e4. \u201c\ud604\uc7ac \uc0c1\ud669\ub3c4 \uad1c\ucc2e\ub2e4. \ud61c\ud0dd\uc774 \ub298\uc5b4\ub09c\ub2e4\uace0 \ud574\uc11c \uadf8\ub7ec\ud55c \ub300\ub300\uc801\uc778 \uc870\uc9c1 \ubcc0\ud654\uc758 \ub300\uac00\ub97c \ub4e4\uc77c\ub9cc\ud07c \uac00\uce58\uac00 \uc788\ub2e4\uace0\ub294 \uc0dd\uac01\ud558\uc9c0 \uc54a\ub294\ub2e4.\u201d<\/p>\n

2. \uc911\uc559\uc9d1\uc911\ud654\ub41c GTM \uc6b4\uc601 \uc9c1\uc6d0\ub4e4\uc740 \ub9c8\ucf00\ud305, \uc601\uc5c5, \uace0\uac1d\uc131\uacf5 \ubd80\uc11c\uc758 \ud504\ub7f0\ud2b8\ub77c\uc778 \uc9c1\uc6d0\uacfc\uc758 \ubc00\uc9d1\ud55c \uc5c5\ubb34 \uad00\uacc4\ub97c \uc783\uc744 \uc218\ub3c4 \uc788\ub2e4. \uc608\ub97c \ub4e4\uba74, \ud55c \uc784\uc6d0\uc740 \ub2e4\uc74c\uacfc \uac19\uc774 \ub9d0\ud588\ub2e4: \u201c\ub0b4 \uacbd\ud5d8\uc5d0 \ub530\ub974\uba74 \uc911\uc559\uc9d1\uc911\ud654\ub41c \ud300\uc740 \ud6a8\uacfc\uc801\uc778 \uc2e4\ud589\uc744 \ud558\uae30 \uc5b4\ub824\uc6b4\ub370, \uadf8 \uc774\uc720\ub294 \uc2e4\ud589\ubcf4\ub2e4\ub294 \uc804\ub7b5\uc5d0\ub9cc \uc9d1\uc911\ud558\uae30 \uc27d\uae30 \ub54c\ubb38\uc774\ub2e4.\u201d<\/p>\n

3. \ub9ce\uc740 \uc870\uc9c1\ub4e4\uc740 RevOps\uac00 \ubcf4\uace0\ud558\uae30\uc5d0 \uc88b\uc740 \uacf3\uc774 \uc5c6\ub2e4\uace0 \uc0dd\uac01\ud55c\ub2e4. \ubd84\uc0b0\ud654 \uc6b4\uc601 \ubaa8\ub378\uc744 \uac00\uc9c0\uace0 \uc788\ub294 \uc774\ub4e4\uc774 \ud45c\ud604\ud558\ub294 \uacf5\ud1b5\uc801\uc778 \uc2ec\ub9ac\ub294 \ub2e4\uc74c\uacfc \uac19\ub2e4. \u201c\uc6b0\ub9ac\uac00 RevOps\ub97c \uc911\uc559\uc9d1\uc911\ud654\ud588\ub2e4\uba74 \ucd5c\uace0\ub9e4\ucd9c\ucc45\uc784\uc790(CRO)\uc5d0\uac8c \ubcf4\uace0\ud558\ub3c4\ub85d \ud560 \uac83\uc774\ub2e4. \ub530\ub77c\uc11c, CRO\uac00 \uc5c6\ub2e4\uba74 \uc81c\ub300\ub85c \ub41c \uc2e4\ud589\uc774 \uc774\ub8e8\uc5b4\uc9c8 \uc218 \uc5c6\ub2e4\uace0 \uc0dd\uac01\ud55c\ub2e4. \uc601\uc5c5 \uc544\ub2c8\uba74 \ub9c8\ucf00\ud305\uc774 \uac04\uacfc\ub420 \uac83\uc774\ub2e4.\u201d<\/p>\n

\uc6b0\ub9ac\ub294 \uc77c\uc744 \ud558\uba74\uc11c \uc801\uc808\ud55c \uc811\uadfc\ubc29\uc2dd\uc744 \uc801\uc6a9\ud55c\ub2e4\uba74 \uc774\ub7ec\ud55c \uacf5\ud1b5\uc801\uc73c\ub85c \ud45c\ud604\ub418\ub294 \ubaa8\ub4e0 \uc6b0\ub824 \uc0ac\ud56d\ub4e4\uacfc \uc7a5\ubcbd\ub4e4\uc774 \uadf9\ubcf5\ub420 \uc218 \uc788\ub2e4\ub294 \uac83\uc744 \ubaa9\uaca9\ud588\ub2e4. \ub610\ud55c, RevOps\ub97c \uc2e4\ud589\ud558\ub294 \uac83\uc774 \uc5b4\ub5a0\ud55c \uaf64 \ud070 \uaddc\ubaa8\uc758 \uc870\uc9c1\uc5d0 \uc788\uc5b4\uc11c\ub3c4 \uc0c1\ub2f9\ud55c \uacfc\uc81c\uc774\uae30\ub294 \ud558\ub098, \uc6b0\ub9ac\ub294 \ub9ce\uc740 B2B \uae30\uc5c5\uc5d0 \uc788\uc5b4 \uadf8 \ud61c\ud0dd\uc774 \ud22c\uc790 \ube44\uc6a9\uc744 \ub2a5\uac00\ud55c\ub2e4\uace0 \uc0dd\uac01\ud55c\ub2e4. \uc6b0\ub9ac\uc758 \uacbd\ud5d8\uc5d0 \ub530\ub974\uba74, \uac00\uc7a5 \uc911\uc694\ud55c \uac83\uc740 GTM\uc774 \uc774\ubbf8 \uc81c\ub300\ub85c \uc870\uc728\ub418\uc5b4 \uc788\uc9c0 \uc54a\uace0 \uba85\ud655\ud55c \uc870\uc728\uc744 \uc704\ud55c \uc870\uce58\uac00 \ucde8\ud574\uc9c0\uc9c0 \uc54a\uc740 \uae30\uc5c5\uc5d0\uc11c\ub294 \uac1c\ubcc4 \ud300\ub4e4\uc774 \uc11c\ub85c \ub2e4\ub978 \uc804\ub7b5 \ubc0f \ucc28\uc120\ucc45\uc5d0 \uacc4\uc18d\ud574\uc11c \ud22c\uc790\ud558\uba74\uc11c \uc0c1\ud669\uc774 \uc545\ud654\ub418\ub294 \uacbd\uc6b0\uac00 \ub9ce\ub2e4\ub294 \uac83\uc774\ub2e4.<\/p>\n

RevOps\ub85c \uc131\uacf5\ud558\ub294 \ubc95<\/strong><\/h3>\n

\u201c\ub9ac\ub354\uc2ed\uc740 GTM \ud504\ub85c\uc138\uc2a4 \ud604\ud669\uacfc \uae30\uc800\uc758 \uc6b4\uc601\uc744 \uc9c4\ub2e8\ud558\ub294 \uac83\ubd80\ud130 \uc2dc\uc791\ud574\uc57c \ud55c\ub2e4.<\/p>\n

\uc5b4\ub290 \ubd80\ubd84\uc5d0\uc11c RevOps\uac00 \uae0d\uc815\uc801\uc778 \uc601\ud5a5\uc744 \ubbf8\uce60 \uc218 \uc788\ub294\uc9c0 \ud30c\uc545\ud558\uace0 \uadf8\ub7ec\ud55c \uc601\ud5a5\uc774 \uc5bc\ub9c8\ub098 \ub0b4\uc2e4\uc788\ub294\uc9c0 \ud30c\uc545\ud558\uae30 \uc704\ud574 \ub9ac\ub354\uc2ed\uc740 GTM \ud504\ub85c\uc138\uc2a4 \ud604\ud669\uacfc \uae30\uc800\uc758 \uc6b4\uc601\uc744 \uc9c4\ub2e8\ud558\ub294 \uac83\ubd80\ud130 \uc2dc\uc791\ud574\uc57c \ud55c\ub2e4. \uc774\ub7ec\ud55c \uc9c4\ub2e8 \ub178\ub825\uc5d0\ub294 \ud604\uc7ac\uc758 \uc804\ub7b5 \ubc0f \uacc4\ud68d\uc218\ub9bd \ud504\ub85c\uc138\uc2a4; \ubd80\uc11c\uac04 \uc2e4\ud589 \ubc0f \uc778\uc13c\ud2f0\ube0c; \ucc99\ub3c4 \ubc0f \ub300\uc2dc\ubcf4\ub4dc; \ub3c4\uad6c, \ub370\uc774\ud130, \uc778\ub825\uc5d0 \ub300\ud55c \uac80\ud1a0\uac00 \ud3ec\ud568\ub418\uc5b4\uc57c \ud55c\ub2e4. BCG\ub294 B2B \uc784\uc6d0\ub4e4\uc774 GTM \uc870\uc728 \uac1c\uc120\uc774 \uc6b0\uc120\uc21c\uc704\uac00 \ub418\uc5b4\uc57c \ud558\ub294\uc9c0 \uc5ec\ubd80\ub97c \uacb0\uc815\ud558\ub294 \ub370 \ub3c4\uc6c0\uc774 \ub420 \uc218 \uc788\ub294 \uc9c4\ub2e8 \uc11c\ubca0\uc774\ub97c \uac1c\ubc1c\ud588\ub2e4.<\/p>\n

\uc77c\ub2e8 \uae30\uc5c5\uc774 RevOps\uac00 \uc801\uc808\ud55c \uc870\uce58\ub77c\uace0 \uacb0\uc815\ud558\uace0 \ub098\uba74, \ub2e4\uc74c \uc9c8\ubb38\uc740 \uc5b4\ub5bb\uac8c RevOps \ubd80\uc11c\ub97c \uad6c\uc131\ud560 \uac83\uc778\uac00\uc774\uba70, \uc5ec\uae30\uc5d0\ub294 \uc5b4\ub5a4 \uadf8\ub8f9, \ud504\ub85c\uc138\uc2a4, \ub3c4\uad6c\ub4e4\uc744 \uc911\uc559\uc9d1\uc911\ud654\ud560 \uac83\uc778\uc9c0\uac00 \ud3ec\ud568\ub41c\ub2e4. (\ubcf4\uae30 2 \ucc38\uc870.)<\/p>\n

\"\"<\/a>\u201c\uba87\uba87 \uc131\uacf5\uc801\uc778 B2B \uae30\uc220 \uae30\uc5c5\ub4e4\uc740 \ud5c8\ube0c \uc564 \uc2a4\ud3ec\ud06c(hub-and-spoke) \ubaa8\ub378\uc744 \uc774\uc6a9\ud558\uc5ec \ud544\ub4dc \uc6b4\uc601\uacfc\uc758 \uc5f0\uacc4 \ubc0f \uae30\ub2a5\uc801 \uc9c0\uc6d0\uc744 \uc720\uc9c0\ud55c\ub2e4.<\/strong><\/p>\n

\uc9c4\ub2e8\uc73c\ub85c \uc5bb\uc740 \ud1b5\ucc30\ub825\uc744 \ud1b5\ud574 \uacbd\uc601\uc9c4\uc740 \uc5b4\ub290 \ubd80\ubd84\uc5d0 \uc9d1\uc911\ud558\uace0 \uc5b4\ub5bb\uac8c \ud601\uc2e0 \ub178\ub825\uc758 \uc21c\uc11c\ub97c \uc815\ud574\uc57c \ud560\uc9c0\uc5d0 \ub300\ud55c \uc77c\ub2e8\uc758 \uac15\ub825\ud55c \uac00\uc774\ub4dc\ub77c\uc778\uc744 \uc218\ub9bd\ud560 \uc218 \uc788\uc744 \uac83\uc774\ub2e4. \uc608\ub97c \ub4e4\uba74, \uc5b4\ub5a4 \ud68c\uc0ac\ub294 GTM \ud300\ub4e4 \uac04\uc758 \uc2e0\ub8b0\ub3c4\ub294 \ub192\uc9c0\ub9cc \ud604 \uc870\uc728 \uc0c1\ud0dc\ub294 \uc800\uc870\ud558\ub2e4\uace0 \ud30c\uc545\ud560 \uc218 \uc788\ub2e4. \uadf8\ub7ec\ud55c \uacbd\uc6b0\uc5d0\ub294, \ubcf4\uace0 \ub77c\uc778\uc744 \uba3c\uc800 \uc911\uc559\uc9d1\uc911\ud654\ud55c \ub2e4\uc74c\uc5d0 \ud300\ub4e4\uc774 \ud611\uc5c5\ud558\ub294 \ubc29\uc2dd\uc744 \uc870\uc815\ud558\ub294 \uac83\uc744 \uace0\ub824\ud574\uc57c \ud55c\ub2e4. \uc2e0\ub8b0\ub3c4\uac00 \ub0ae\uc740 \ub2e4\ub978 \uc870\uc9c1\uc758 \uacbd\uc6b0\uc5d0\ub294, \ubd80\ubd84\uc801 \uc911\uc559\uc9d1\uc911\ud654\ub098 \uac00\uc0c1 \uc870\uc728 \ub4f1 \uc0c1\ub300\uc801\uc73c\ub85c \uc791\uc740 \uc815\ub3c4\uc758 \ubcc0\ud654\ubd80\ud130 \uc2dc\uc791\ud558\ub294 \uac83\uc774 \ub098\uc744 \uc218\ub3c4 \uc788\ub2e4. \ub300\uc548\uc73c\ub85c\ub294 \ub9ac\ub354\uc2ed\uc758 \ub300\ub300\uc801\uc778 \uac1c\ud3b8\ub3c4 \uc774\ub7ec\ud55c \uc5ec\uc815\uc758 \uccab \ubc88\uc9f8 \uc218\uc21c\uc73c\ub85c\uc11c \uc2e0\ub8b0\uc640 \ubb38\ud654\ub97c \uc7ac\uad6c\ucd95\ud558\ub294 \ubc29\uc548\uc774 \ub420 \uc218 \uc788\ub2e4.<\/p>\n

\ub300\uaddc\ubaa8 \uc870\uc9c1\uc758 \uacbd\uc6b0\uc5d0\ub294, \ud558\uc774\ube0c\ub9ac\ub4dc RevOps \ubaa8\ub378\uc774 \uc88b\uc740 \uc194\ub8e8\uc158\uc774 \ub420 \uc218 \uc788\ub2e4. \uc608\ub97c \ub4e4\uba74, \uba87\uba87 \uc131\uacf5\uc801\uc778 B2B \uae30\uc220 \uae30\uc5c5\ub4e4\uc740 \ud5c8\ube0c \uc564 \uc2a4\ud3ec\ud06c(hub-and-spoke) \ubaa8\ub378\uc744 \uc774\uc6a9\ud558\uc5ec \ud544\ub4dc \uc6b4\uc601\uacfc\uc758 \uc5f0\uacc4 \ubc0f \uae30\ub2a5\uc801 \uc9c0\uc6d0\uc744 \uc720\uc9c0\ud55c\ub2e4. \uc911\uc559\uc758 RevOps \uc870\uc9c1\uc740 \ud45c\uc900\uc744 \uc815\ud558\uace0, \uacf5\ud1b5 \ud504\ub85c\uc138\uc2a4 \ubc0f \ub3c4\uad6c\ub4e4\uc744 \uad00\ub9ac\ud558\uba70, \uc9c0\uc5ed \ubc0f \uae30\ub2a5 \uc804\ubc18\uc5d0 \uac78\uccd0 \uc870\uc728\ud558\uace0, \uc8fc\uc694 \ud504\ub85c\uc81d\ud2b8\ub4e4\uc758 \uc6b0\uc120\uc21c\uc704\ub97c \uc815\ud558\uace0 \uc2e4\ud589\ud55c\ub2e4. \uc9c0\uc5ed \uc6b4\uc601 \ud300\ub4e4\uc740 \uc911\uc559\uc758 RevOps \uc790\uc6d0\uc744 \ud65c\uc6a9\ud558\uc9c0\ub9cc \uc9c0\uc5ed \ud2b9\uc131\uc5d0 \ub9de\uac8c \ud504\ub85c\uc138\uc2a4\ub97c \ub9de\ucda4\ud654\ud558\uace0 \uc9c0\uc5ed \ub9ac\ub354\ub4e4\uc5d0\uac8c \uc77c\uc0c1\uc801\uc778 \uc9c0\uc6d0\uc744 \uc81c\uacf5\ud55c\ub2e4. \uc774\ub7ec\ud55c \ubaa8\ub378\uc740 \uc911\uc559\uc758 RevOps \ud300\uc758 \uc870\uc728 \ud61c\ud0dd\uc744 \ud1b5\ud574 \uc9c0\uc5ed\uc5d0 \ub300\ud55c \uc11c\ube44\uc2a4 \uc18d\ub3c4\uc758 \uade0\ud615\uc744 \uc870\uc808\ud55c\ub2e4.<\/p>\n

\ucd9c\ubc1c\uc810\uacfc \uc870\uc9c1\uc774 \uc120\ud0dd\ud558\ub294 \uae38\uc774 \ubb34\uc5c7\uc774\ub4e0 \uac04\uc5d0 \ub9ac\ub354\ub4e4\uc740 RevOps \ud601\uc2e0\uc744 \uc704\ud55c \uc5ec\uc12f \uac00\uc9c0 \uc8fc\uc694 \uc131\uacf5\uc694\uc18c\ub4e4\uc744 \uc5fc\ub450\uc5d0 \ub450\uc5b4\uc57c \ud55c\ub2e4:<\/p>\n

1. \uc55e\uc11c \uc124\uba85\ud55c \uc885\ub958\uc758 \uc9c4\ub2e8\uc744 \uc2e4\uc2dc\ud568\uc73c\ub85c\uc368 \uccb4\uacc4\uc801\uc73c\ub85c \ucd9c\ubc1c\uc810\uc744 \uad6c\uc131\ud55c\ub2e4.<\/strong> \uc774\ub97c \ubaa8\ub4e0 \uc8fc\uc694 \uc774\ud574\ub2f9\uc0ac\uc790\ub4e4\uacfc \ud568\uaed8 \uac80\ud1a0\ud558\uc5ec \ubaa8\ub450\uac00 \ud604 \uc0c1\ud669\uc5d0 \ub300\ud574 \ub3d9\uc77c\ud558\uac8c \ud30c\uc545\ud558\ub3c4\ub85d \ud55c\ub2e4.<\/p>\n

2. \ubcc0\ud654\uc758 \ud61c\ud0dd\uacfc \ube44\uc6a9\uc744 \uc2e0\uc911\ud558\uac8c \uace0\ub824\ud55c\ub2e4.<\/strong> \uc9c4\ub2e8\uc744 \ud65c\uc6a9\ud558\uc5ec \uc8fc\uc694 \uae30\ud68c \ubd84\uc57c\ub4e4\uc744 \ud30c\uc545\ud558\uace0 \ud601\uc2e0 \uacc4\ud68d\uc744 \uc218\ub9bd\ud55c\ub2e4. \uc911\uc559\uc9d1\uc911\ud654\ub41c RevOps\ub294 \ub9ce\uc740 \uae30\uc5c5\ub4e4\uc5d0 \uc801\ud569\ud558\uae34 \ud558\ub098 \ubaa8\ub450\uc5d0\uac8c \uc801\ud569\ud55c \ub9cc\ubcd1\ud1b5\uce58\uc57d\uc740 \uc544\ub2c8\ub2e4.<\/p>\n

3. \ub300\uaddc\ubaa8\ub85c \ubcc0\ud654\uc758 \uc601\ud5a5\uc744 \ubbf8\uce60 \uc218 \uc788\ub294 \uae30\ub2a5\uac04 \ud611\uc5c5 \uacbd\ud5d8\uc744 \uac16\ucd98 \ub9ac\ub354\ub97c \ud30c\uc545\ud55c\ub2e4.<\/strong> \uc801\uc808\ud55c \ub9ac\ub354\ub294 \ud558\ub098\uc758 GTM \uae30\ub2a5\ub9cc\uc774 \uc544\ub2c8\ub77c \uc804\uccb4 \ube44\uc988\ub2c8\uc2a4\ub97c \uc704\ud55c \ud61c\ud0dd\ub4e4\uc744 \ucd5c\uc801\ud654\ud558\ub3c4\ub85d \ub3d9\uae30\ubd80\uc5ec\uac00 \ub418\uc5b4 \uc788\uc5b4\uc57c \ud55c\ub2e4. \uc774\uc5d0 \uc801\ud569\ud55c \uc0ac\ub78c\uc774 \ud604\uc7ac\uc5d0\ub294 GTM \uc870\uc9c1 \ub0b4\uc5d0 \uc5c6\uc744 \uc218 \uc788\uc73c\uba70, \uadf8\ub7f4 \uacbd\uc6b0 \uae30\uc5c5\uc740 \ub2e4\ub978 \ubd80\uc11c \ub610\ub294 \uc678\ubd80\uc5d0\uc11c \uc601\uc785\ud558\ub294 \uac83\ub3c4 \uace0\ub824\ud560 \ud544\uc694\uac00 \uc788\ub2e4.<\/p>\n

4. \uc0c8\ub85c\uc6b4 \uae30\ub2a5\uac04 \ud611\uc5c5\ud558\ub294 \ud0dc\ub3c4\ub97c \uc218\uc6a9\ud560 \uc758\ud5a5\uc774 \uc5c6\ub294 \ub9ac\ub354\uc640 \ud300\uc6d0\uc740 \ubc30\uc81c\ud55c\ub2e4.<\/strong> \uc77c\ubd80 \uc778\uc6d0\ub4e4\uc740 \u201c\uc790\uc2e0\uc758 \uc5c5\ubb34\ub9cc\uc744 \ucc59\uae30\ub294 \uac83\u201d\uc744 \uc120\ud638\ud560 \uac00\ub2a5\uc131\uc774 \ub9e4\uc6b0 \ub192\ub2e4. \uc774\ub7ec\ud55c \ud0dc\ub3c4\ub294 \ub3c5\uc18c\ub85c \uc791\uc6a9\ud558\uc5ec \ud601\uc2e0\uc758 \uae0d\uc815\uc801\uc778 \uc601\ud5a5\uc744 \ubc18\uac10\uc2dc\ud0a4\uace0 \ubaa8\ub4e0 \uac83\ub4e4\uc744 \uada4\ub3c4\uc5d0\uc11c \uc774\ud0c8\uc2dc\ud0ac \uc218\ub3c4 \uc788\ub2e4.<\/p>\n

5. \uc870\uc9c1 \uad6c\uc870\ub9cc \ubcc0\ud654\uc2dc\ud0a4\ub294 \uac83\uc774 \uc544\ub2c8\ub77c \ud504\ub85c\uc138\uc2a4 \ubc0f \ub3c4\uad6c\ub4e4\uc744 \uac1c\uc120\uc2dc\ud0a4\ub294 \uacc4\ud68d\uc744 \uc218\ub9bd\ud55c\ub2e4.<\/strong> \uad6c\uc870\uac1c\ud3b8\ub9cc\uc73c\ub85c\ub294 \ud574\uacb0\ucc45\uc774 \ub420 \uc218 \uc5c6\uc73c\uba70 \uc774\ub294 \uadf8\uc800 \uc791\uc740 \ud55c \ubd80\ubd84\uc744 \uad6c\uc131\ud560 \ubfd0\uc774\ub2e4. \ud504\ub85c\uc138\uc2a4\uc640 \ub3c4\uad6c\uc57c\ub9d0\ub85c \uc131\uacfc\uac00 \ucc3d\ucd9c\ub418\uace0 \ud61c\ud0dd\uc774 \uc2e4\ud604\ub418\ub294 \ubd84\uc57c\uc774\ub2e4.<\/p>\n

6. \uc804\uccb4 GTM \uae30\uc220 \uc2a4\ud0dd\uc758 \uc7ac\uad6c\uc131\uc744 \uace0\ub824\ud55c\ub2e4.<\/strong> \uc774\ub7ec\ud55c \uacb0\uc815\uc744 \uac00\ubccd\uac8c \ub0b4\ub824\uc11c\ub294 \uc548\ub418\ub098 \uc5b4\ub5a4 \uc774\uc804\uc758 \ud22c\uc790\ub3c4 \ud568\ubab0\ube44\uc6a9\uc77c \ubfd0\uc774\uba70 \ud604\uc7ac \uac00\uc9c0\uace0 \uc788\ub294 \uac83\uc744 \ubd99\ub4e4\uace0 \uc788\uae30 \uc704\ud55c \uc774\uc720\ub294 \ub418\uc9c0 \ubabb\ud55c\ub2e4\ub294 \uac83\uc744 \uae30\uc5b5\ud574\uc57c \ud55c\ub2e4. \ubb34\uc5d0\uc11c\ubd80\ud130 \uc0c8\ub85c \uc2dc\uc791\ud558\ub294 \uac83\uc740 \uadf8 \ub098\ub984\uc758 \uc720\uc758\ubbf8\ud55c \ube44\uc6a9\uacfc \ub9ac\uc2a4\ud06c\uac00 \uc218\ubc18\ub418\uc9c0\ub9cc \uc774\uc804\uc758 \uace0\ub9bd\ub41c \uacb0\uc815\ub4e4\ub85c \uc778\ud574 \ub204\uc801\ub41c \ud480\ub9ac\uc9c0 \uc54a\ub294 \uae30\uc220\uc801 \ubd80\ub2f4\uc758 \ub9c9\ub300\ud55c \ubcf5\uc7a1\uc131 \ubc0f \ube44\uc6a9\uacfc \ubc18\ub4dc\uc2dc \ube44\uad50\ud574\ubcf4\uc544\uc57c \ud55c\ub2e4.<\/p>\n

B2B GTM\uc758 \uae30\uc220\uc911\uc2ec \ubcc0\ud654 \uc18d\ub3c4\ub294 \ube68\ub77c\uc9c8 \ubfd0\uc774\uba70 GTM \ud6a8\uacfc \ubc0f \ud6a8\uc728\uc131 \uadf9\ub300\ud654\uc758 \ubcf5\uc7a1\uc131\ub3c4 \uadf8\ub7ec\ud560 \uac83\uc774\ub2e4. \uac00\uc7a5 \uacac\uc2e4\ud558\uace0 \ub9e4\ub044\ub7ec\uc6b0\uba70 \uc870\uc728\ub41c \ud6a8\uc728\uc801 \uc6b4\uc601 \uc9c0\uc6d0\uc744 \uc81c\uacf5\ud558\ub3c4\ub85d GTM \uc6b4\uc601\uc744 \uc870\uc9c1\ud558\ub294 \uae30\uc5c5\ub4e4\uc740 \uadf8\ub807\uc9c0 \ubabb\ud55c \uae30\uc5c5\ub4e4\uc5d0 \ube44\ud574 \uc810\uc810 \ub354 \uc911\uc694\ud55c \uc6b0\uc704\ub97c \ucc28\uc9c0\ud558\uac8c \ub420 \uac83\uc774\ub2e4.<\/p>\n

 <\/p>\n

\uc6d0\ubb38(\uc601\uc5b4) \ubcf4\ub7ec\uac00\uae30<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

\ub9c8\ucf00\ud305, \uc601\uc5c5, \uace0\uac1d\uc131\uacf5 \uae30\ub2a5\uc758 \uc6b4\uc601 \ud300\ub4e4\uc744 \uc911\uc559\uc9d1\uc911\ud654\ud558\ub294 \uac1c\ub150\uc778 RevOps\ub294 \uc774\ub7ec\ud55c \ubd80\uc11c\ub4e4\uc758 \ub354 \uae34\ubc00\ud55c \uc870\uc728\uc744 \ud1b5\ud574 \ub9e4\ucd9c \uc131\uc7a5 \ubc0f GTM(go-to-market) \uc6b4\uc601\uc744 \uac00\uc18d\ud654\ud558\ub294 \ub9e4\uc6b0 \ud6a8\uacfc\uc801\uc778 \ubc29\uc548\uc73c\ub85c \ubd80\uc0c1\ud588\ub2e4. \uc11c\ube44\uc2a4\ud615 \uc18c\ud504\ud2b8\uc6e8\uc5b4(software as a service, SaaS) \uc81c\uacf5\uc5c5\uccb4\uac00 \uc774\ub044\ub294 \ucd5c\uc0c1\uc704 B2B \uae30\uc220 \uae30\uc5c5\ub4e4\uc740 \ub2e4\uc74c\uacfc \uac19\uc740 \uc0c1\ub2f9\ud55c \uc131\uacfc\ub97c \ubcf4\uace0\ud558\uace0 \uc788\ub2e4<\/p>\n","protected":false},"author":1,"featured_media":2174,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_uf_show_specific_survey":0,"_uf_disable_surveys":false,"footnotes":""},"categories":[47],"tags":[],"class_list":{"0":"post-2173","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-covid19"},"_links":{"self":[{"href":"https:\/\/bcgblog.kr\/wp-json\/wp\/v2\/posts\/2173","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/bcgblog.kr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/bcgblog.kr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/bcgblog.kr\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/bcgblog.kr\/wp-json\/wp\/v2\/comments?post=2173"}],"version-history":[{"count":0,"href":"https:\/\/bcgblog.kr\/wp-json\/wp\/v2\/posts\/2173\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/bcgblog.kr\/wp-json\/wp\/v2\/media\/2174"}],"wp:attachment":[{"href":"https:\/\/bcgblog.kr\/wp-json\/wp\/v2\/media?parent=2173"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/bcgblog.kr\/wp-json\/wp\/v2\/categories?post=2173"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/bcgblog.kr\/wp-json\/wp\/v2\/tags?post=2173"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}