LightTrans Closes €130K Software Deal using Lead Forensics

About LightTrans

LightTrans develops VirtualLab Fusion, a multiscale optical simulation and design platform used by companies, universities and research teams working in optics and photonics. Its software supports specialist applications including microscopy, metalenses, AR/VR, gratings and optical engineering.

Diana Aspelt, CSO at LightTrans, is responsible for selling the software, supporting customers, managing introductions and trade show activity, and reporting commercial performance to management.

The Challenge

LightTrans operates in a highly technical B2B market where finding the right contact is critical. A website visit alone is not enough; the team needs to know whether the organisation is relevant, whether it is working in optics or physics, and who inside that organisation is most likely to understand the value of the software.

The company also faces long and varied sales cycles. Some opportunities can progress quickly, while others may take one to two years to convert. This means LightTrans needed a way to spot active buying signals, re-engage lapsed contacts, and avoid wasting time on irrelevant website visitors.

With fewer face-to-face opportunities as per industry trends, LightTrans also needed a reliable way to identify and approach prospects digitally.

Our Solution

Lead Forensics gives LightTrans visibility of the companies visiting its website and the pages they are viewing. Diana uses this insight to understand what potential customers are interested in before deciding whether to make contact.

The team prioritises leads using clear filters. Their main focus is Europe and the US, while leads from regions managed by distributors, such as China, Korea and Japan, can be passed on or monitored separately. LightTrans also filters visitors by organisation type, distinguishing between companies and universities, and by relevance to optics, optical engineering and physics.

Once a relevant company or university is identified, Diana uses Lead Forensics’ Contact Finder to search for the right people to approach. Rather than trying to identify the exact individual who visited the website, LightTrans focuses on finding the person most likely to influence or use the software - typically an optical engineer or someone in a relevant technical role.

LightTrans follows a structured outreach process. The first contact is usually by email, as the software is technical and benefits from explanation. Diana then follows up by phone, referencing the email, and continues with a six-to-seven-week cadence.

The Result

Lead Forensics has helped LightTrans identify both new prospects and lapsed opportunities with active interest.

One standout example was a UK company that LightTrans had known since 2012. The relationship had gone quiet, but Lead Forensics showed that the company was back on the website. Diana used the platform to identify the right contact person, restarted the conversation, and within four months LightTrans closed a software sale worth €130,000.

The platform also supports reporting. Diana records Lead Forensics as the first contact source in the CRM, along with dates and notes, allowing LightTrans to track which opportunities came from website visitor intelligence and demonstrate performance to management.

By using Lead Forensics, LightTrans can prioritise relevant website visitors, identify the right technical contacts, support long sales cycles, and attribute commercial success back to its website activity.