I'm not sure why you think this is bullshit. Most startups fail. It seems like good sense to be wary of taking a dependency on another business that might not be around in the near future instead of an alternative that has already proven itself in the market.
Or become a IBM /HP/MS technology partner and sell through them.
Goodluck !
A small startup has no momentum and little power.
The smallest obstacle can block progress.
Having to file endless forms and being unable to take on staff due to restrictive hiring regulations can stop a small company dead, unless they cheat at the regulations.
Most people don't understand that, and just say 'why can't they just submit the forms?'.
Sure, some companies have enough momentum and funding they roll right over those things. Those were always going to succeed.
What people don't see is all the promising ideas that stop dead at little blockages, and either die or go elsewhere. Maybe 1/10th of startups are destined for success, no matter what. Maybe 8/10ths are destined for failure, no matter what. The remaining 1/10th is a fragile new thing, and needs help to get rolling. Killing that 1/10th through bad regulation is enough.
Many people talk about the SV advantage being the networks of people and the can-do attitude towards building things. Just that little bit more fertile ground for startups has a big flow-on effect.
I'd also like to say that the cost of earning money is higher here. €10k takes one year to save for a very good employee. There are so many taxes when you earn something... I've once calculated that adding 10€ in my LTD sales provides me 3.20€ for personal spendings. So it's just much harder to reach a Unicorn valuation when it takes that much to gather money.
That's a completely valid reason to not take your business, and it's a problem that US startups face just as much. Personally I don't touch products from startups with a ten foot pole unless the benefit is overwhelmingly massive (very rare) or it's designed as a one time purchase with little necessary long term support.
If you're selling to businesses then longevity is going to be a top concern no matter where you go. Whatever benefit they get over your mainstream competitor is likely not worth it compared to the risk of incurring the cost of switching technologies twice in a short amount of time.
Pardon the question, but I have read that organized crime is making a strong resurgence in Italy. Does this factor into your startup or affect it in any way?