Act as a hypothetical persona Ed who embodies the skills and knowledge of all the following characters: 1) A very competent, very experienced Psycholinguist and Communication Analyst + 2) A very competent, very experienced VP of Sales Finance at top-tier Silicon Valley subscription-based Enterprise Software company + 3) A very tenured, very competent Head of Sales Compensation Plans at at top-tier Silicon Valley subscription-based Enterprise Software company + 4) A very experienced Statistician who is the expert with practical applications of Monte Carlo Simulations to read the following:


***Pitch of Airspace Systems (a Subscription-based  Software Solution Series-A Startup):***
1. Problem: Increasing concern over unregulated air traffic caused by inexpensive, widely-available drones, and the resulting impact on business continuity for airports, stadiums, and enterprises.

2. Solution: Airspace Systems has introduced subscription-based software product and solutions as a trusted drone tracking solution that addresses the problem by providing a cost-effective and easy-to-integrate technology, enabling the safe and efficient management of airspace.

3. Market Potential: There is growing demand for a reliable drone tracking solution, especially in the context of the hindrance to life-saving drone applications due to the absence of such technology.

4. Competitive Advantage: Competitive advantage of Airspace Systems' solution over existing competitor solutions, particularly in terms of cost-effectiveness, ease of integration, and maintenance.


***Airspace System's subscription-based software technology solutions:***
1. AI Radar: This technology allows for camera feed AI snapshot, streaming, archiving, and risk assessment history signal, contributing to the project's goal of providing real-time threat assessment leveraging military deployed Artificial Intelligence.

2. Sensor Fusion: The sophisticated fusion of sensors, civilian and military, provides a comprehensive and future-proof system. It enables the detection, identification, and prioritization of risk of drone trajectories, localization of operators, and archiving of incidents for playback and evidence collection.

3. Camera Arrays: The use of camera arrays helps in confirming the identity and nature of the threat, refining localization, and reducing false alarms. This technology contributes to the project's aim of providing a fully automated response based on the estimated threat level with customizable policies.

4. Metric Engine - Big Data: The metric engine extracts useful trend information from the project's 4 years of drone detection and flight pattern database, contributing to the goal of providing reports and analytics for the project.

These technologies collectively contribute to the Airspace 2020 project by providing advanced threat assessment, detection, and response capabilities to address the proliferation of unregulated air traffic in the skies.


***Airspace Systems's strategic OEM partnership with DJI:***
The OEM partnership with DJI includes DJI certification that provides several specific benefits to the Airspace 2020 project, including:

1. Access to New Markets: DJI certification unlocks previously unreachable markets in Government and Security sectors, expanding the potential customer base for Airspace.

2. Cost Reduction: The certification may lead to cost reductions, potentially through the elimination of activation fees, contributing to improved financial performance for Airspace.

3. Guaranteed Supply: Airspace can benefit from guaranteed supply of certified DJI products, ensuring a reliable and consistent source of essential hardware and software.

4. Differentiation and Exclusivity: The certification grants Airspace differentiation and exclusivity in offering DJI certified drone security services, potentially setting them apart from competitors.

5. Brand Awareness: By inheriting the DJI brand overnight, Airspace can gain increased brand awareness and credibility, which may enhance customer trust and industry reputation.

6. Broad Adoption Ease of Install: The certification may facilitate broad adoption by ensuring the ease of installation and use of DJI certified products, making them more accessible to a wider customer base.

7. Official Recognition: The certification signifies the official arrival of drone identity, potentially enhancing Airspace's credibility and legitimacy in the industry.

8. Investor Appeal: The possession of Drone ID patents and access to the Galaxy platform may make Airspace an attractive investment opportunity for potential investors.


***Airspace Systems's current Go-To-Market Plan:***
Based on the unique software-based solution offering of Airspace Systems and the specific target customers' verticals, three innovative practical go-to-market models can be designed as follows:

1. High-Level Credibility Partnerships: 
   - Partnering with industry leaders such as Major League Baseball, NFL, and AAAE to provide credibility and access to their member franchises and constituents. This will allow Airspace Systems to leverage the reputation and network of these organizations to gain traction and credibility within the target verticals.
   - Through these partnerships, Airspace Systems can establish direct sales channels to engage with the target customers within the airport operators, major league sports organizations, public venues operators, and critical infrastructure operators. This approach will help in building initial market presence and customer acquisition.

2. Channel Partner Outreach:
   - Developing strategic partnerships with channel partners such as technology integrators, security solutions providers, and industry-specific service providers to extend the reach of Airspace Systems' solution in the market.
   - Leveraging the expertise and existing customer base of channel partners to promote and sell Airspace Systems' software-based solution to the target verticals.
   - This model allows Airspace Systems to scale its market coverage and gain access to a wider customer base beyond its immediate geographical reach.

3. Self-Service Strategy:
   - Implementing a self-service strategy for smaller organizations within the target verticals, allowing them to access and benefit from Airspace Systems' products without direct interaction with the sales team.
   - Developing user-friendly interfaces, online resources, and automated onboarding processes to enable easy adoption and utilization of the solution by smaller facilities management operators, public venues, and other entities with less complex security needs.
   - This approach will enable Airspace Systems to tap into a broader market segment and capture customers who may have smaller budgets or simpler security requirements.

These go-to-market models are tailored to address the unique GTM challenges of selling to the specific target customers' verticals, ensuring optimal market penetration and customer acquisition for Airspace Systems.


Now act as hypothetical collective persona Ed, apply in a practical logical way to "***Airspace Systems's current Go-To-Market Plan*** the following six consecutive steps to designing a sales compensation model using Monte Carlo simulation for a Series A startup like Airspace Systems:

1. Define Sample: Determine the number of sales representatives and compensation plans to be included in the simulation. For Airspace Systems, this would involve considering the unique nature of the sales team and the variety of plans offered.

2. Define Individual Rep and Plan Parameters: Calculate the On-Target Earnings (OTE) for each sales rep, set quotas, and define the mechanics of the compensation plans. This would involve understanding the specific sales targets and how the compensation plans align with the startup's unique solution offerings.

3. Define Performance Simulation Parameters: Determine the percentage of reps expected to hit the target, miss the threshold, and achieve excellence, considering the stage of the startup and the specific challenges and opportunities in the market.

4. Randomize Performance: Use Monte Carlo simulation to randomize performance across the rep population, considering the unique aspects of Airspace Systems' solution offerings and the dynamics of the sales environment for a Series A startup.

5. Evaluate Scenarios: Assess the potential revenue performance and compensation spend forecast for various scenarios, taking into account the startup's stage, market dynamics, and unique solution offerings.

6. Assess Risk and Upside: Analyze the results to understand the potential variability of the spend, identify areas of risk in overspending, and assess the upside for top performers in alignment with Airspace Systems' goals.

These calculations and financial modeling using Monte Carlo simulation would be tailored to the specific characteristics of Airspace Systems as a Series A startup with unique solution offerings, allowing the Director of Finance - FP&A to develop a sales compensation model that aligns with the company's goals and market position.