Net Customer Adds - encouraging the wrong culture?

We're a Microsoft Partner that focuses on delivering excellent service to our SMB clients. This involves making sure they're as secure and compliant as they can be, and that they understand how to use the vast array of modern workplace tools to maximum advantage. Our primary Solutions Partner Designation is therefore Modern Work (SMB).

Our staff are keen on learning so we have maximum points for intermediate and advanced certifications.

We are continuously helping our clients to exploit the modern work tools so deployment scores are excellent.

We also help our clients ensure those tools are adopted into the everyday flow of work so usage growth is huge.

BUT, given our focus is implementing more Microsoft workloads into existing customers, rather than adding more customers, our Net Customer Adds score is 0, putting our designation at risk (as you have to score points in every area to renew).

I do feel we're effectively being penalised by Microsoft for concentrating on helping clients get the most out of their offerings, rather than just selling licenses. And after raising this with them, it sounds like there's nothing we can do other than simply keep our fingers crossed that a month of high net customer adds drops off the rolling 12 month window before our renewal date for us to maintain our designation.

The skilling, deployment, and usage requirements all make sense as they're about providing a good service and ensuring adoption by the end customer, but net customer adds clearly puts selling over service which isn't our culture or business model (or that of many smaller partners).

In chatting to other partners, many are choosing not to renew their SPD's for similar reasons so I'm hoping the relevant decision makers will listen to this feedback and review the scoring.

What do you think?