A lot of marketers chase shiny new personas.
Very few ask: “Who are we overlooking?”

Turns out these “forgotten audiences” convert like crazy.

I spoke with Andy Groller, CEO of Dragon360, about how his team helped Snagit generate $280K in revenue in just 4 months, by going all in on a segment that hadn’t been marketed to in years: technical writers.

This wasn’t a viral stunt or a flashy rebrand.

It was a focused campaign built around one simple idea:

“These folks are overlooked, misunderstood, and doing important work no one talks about.”

So instead of pushing features, they made the audience the story.

Snagit became a tool built just for them, not simply another screen recorder.

Here’s how they pulled it off:

• Identified technical writers as a high-potential, low-competition segment

• Built messaging that actually respected their work

• Ran experiments across Meta, LinkedIn, Reddit, CTV & Spotify

• Tested landing pages, creatives, formats, and even UGC dayparting

One of my favorite parts?
They ignored trial signups as a success metric.
They tracked installs instead; something that showed real intent.

That’s something we do at Spear Growth too:
We call them Fair Shot Users - people who took enough action to give your product a “real shot.”

Result?

$280,000+ in revenue

1,100+ purchases

All in just 4 months

Andy’s approach mirrors a lot of what we believe in at Spear Growth: buyer-first creative, hands-on execution, and campaigns that actually map to revenue.

If you’re sitting on a product with misunderstood value, or an audience no one’s talked to in years, this is the kind of campaign that can punch way above its weight.

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