Why Free-to-Play Was a Strategic Advantage

For decades, the U.S. Army has been on edge about recruitment, hitting its goals for a few years, only to miss them again. As part of their strategy to combat recruiting concerns, the Army has turned its focus online: to the world of gaming and competitive eSports.

With nearly 80% of Americans between the ages of 13 and 28 playing video games weekly, the Army has identified this community as a vital demographic for potential recruits. The core goal of this outreach is to use gaming as an entry point, which is nothing new — the precedent was set decades ago.

With the end of the draft in 1973, the U.S. Army found itself faced with new recruitment challenges. Campaigns like the “Be All You Can Be” ads of the 80s were popular and led to short-term bumps in recruitment, but they didn’t last. The Army failed to meet its recruitment goals in 1998. It failed again in 1999. In response, a U.S. Army lieutenant colonel spearheaded the development of America's Army, a free-to-play first-person shooter launched in 2002.

The game was designed to offer a "virtual test drive" of Army life. Before the players could enter the full combat portion of the game, they were required to complete certain training modules covering topics like physical fitness and weapons use. The game was designed to reflect the Army’s values and structure. And despite the game’s promise to represent the true Army experience, the relatively limited depiction of gore and gruesome violence raised concern from some critics. Other critics, including anti-war activists and the ACLU, condemned the project for "gamifying war" and serving as propaganda that targeted impressionable youth by design.

America's Army became a significant cultural and recruiting success, accumulating over 1.5 million downloads in its first month and eventually earning the title of the "Most Downloaded War Video Game" from Guinness World Records with more than 42.5 million downloads.

After a two-decade run, the U.S. Army officially shuttered America's Army. The way Americans played video games had changed since the game launched in the early 2000s, and the Army began to pivot its approach to gaming to leverage the success of existing games and opportunities posed by the increasingly popular competitive eSports scene. Today, the Army eSports team competes in commercial titles like Rocket League, Call of Duty, and Valorant, continuing its outreach. This modern presence remains contentious — critics continue to question the ethics of military outreach in spaces that include children.

Credits:

This episode was produced by Katelyn Harrop and edited by Christopher Johnson. Mix, sound design and music composition by Paul Vaitkus. Additional mixing by Martín Gonzalez.

"Hidden Levels" is a production of 99% Invisible and WBUR's Endless Thread. The Managing Producer for Hidden Levels is Chris Berube. The series was created by Ben Brock Johnson. Series theme by Swan Real and Paul Vaitkus. Series art by Aaron Nestor.