Short answer
A step's wait is measured from the moment the previous step was sent to that lead, and the resulting time is then moved forward to the next open slot in the sending window.
What that means in practice
- A three-day wait on a Friday afternoon lands the follow-up on Monday if you only send on business days.
- Two leads who received step one at different times get step two at different times.
- Pacing delays and daily limits can push a message later within the day.
Important notes
Timing is per lead, not per campaign. There is no single moment when "the follow-up goes out".
Was this article helpful?